VP of Sales, Black Hat

VP of Sales, Black Hat

Informa Festivals marks an exciting new chapter in B2B events, bringing some of the world's most influential creative, technology and business festivals together. We're combining prestigious events like Cannes Lions, Black Hat, Money20/20, GDC, and London Tech Week with cutting-edge marketing intelligence platforms and advisory services to deliver unmissable experiences and insights.
Our festival-led approach reimagines traditional B2B events, creating powerful, immersive experiences that drive innovation and industry advancement. Building on decades of expertise and powered by Informa's international reach, we're shaping the next generation of business festivals.
Job Description

This role is based in our New York or Santa Monica office.
As VP Sales Americas, you will be responsible for building and leading a high-performing sales organization that delivers against ambitious revenue targets while providing exceptional customer experience. You will own the full sales strategy and execution across sponsorship, exhibition, delegate acquisition, and emerging revenue streams.
This is a critical leadership role requiring a proven track record of building and scaling B2B sales teams, driving consultative sales approaches with C-suite executives, and delivering consistent revenue growth in competitive markets. You will work in close partnership with the SVP Americas and Event Directors to maximize commercial performance across the portfolio.
The ideal candidate is a strategic sales leader who combines commercial rigor with customer-centricity, has deep experience in complex B2B sales environments, and can inspire teams to achieve exceptional results.
Key Responsibilities

Sales Leadership & Revenue Delivery
Full accountability for sales revenue across the Americas portfolio, including sponsorship, exhibition and ancillary revenue streams
Develop and execute comprehensive sales strategy aligned with business objectives and growth targets
Set ambitious yet achievable sales targets and drive accountability across the team
Lead forecasting, pipeline management, and revenue tracking with accuracy and transparency
Identify and capitalize on new revenue opportunities and market segments
Team Leadership & Development
Build, lead, and develop a high-performing sales team across multiple locations and brands
Recruit top sales talent and create a culture of excellence, accountability, and collaboration
Provide coaching, mentoring, and professional development to elevate team capabilities
Establish clear performance metrics, incentive structures, and career progression pathways
Foster knowledge sharing and best practice adoption across the team
Strategic Sales Planning & Execution
Design and implement sales strategies tailored to different customer segments and product offerings
Develop go-to-market approaches for new products, markets, and customer segments
Lead pricing strategy and commercial positioning in partnership with marketing and product teams
Drive innovation in sales approaches, including digital selling, account-based marketing, and customer engagement
Establish sales processes, systems, and tools to drive efficiency and effectiveness
Customer Relationship Management
Build and maintain relationships with C-suite executives and senior decision-makers across key accounts
Lead strategic negotiations and close high-value, complex deals
Champion customer-centric selling that focuses on value creation and long-term partnerships
Oversee key account management and customer retention strategies
Ensure exceptional customer experience throughout the sales cycle and beyond
Cross-Functional Collaboration
Partner closely with SVP Americas and Event Directors to align sales strategy with business objectives
Collaborate with marketing teams on lead generation, campaign development, and customer acquisition
Work with operations and customer success teams to ensure seamless customer experience
Coordinate with global sales counterparts to share insights and drive consistency
Provide market intelligence and customer feedback to inform product development and strategy
Market & Competitive Intelligence
Maintain deep understanding of customer needs, buying behaviours, and market trends
Monitor competitive landscape and adjust sales strategies accordingly
Identify emerging opportunities and threats in the market
Represent the company at industry events and build strong industry networks
Serve as a thought leader and brand ambassador in the market
Qualifications

Experience
Considerable progressive B2B sales experience with at least 5 years in senior sales leadership roles
Proven track record of consistently exceeding revenue targets in complex, multi-product environments
Deep experience in events, media, technology, or B2B information services industries
Demonstrated success building and scaling high-performing sales teams
Experience selling to C-suite executives and managing strategic, enterprise-level accounts
Background in cyber security, technology, or related industries highly valued
Sales & Commercial Capabilities
Exceptional sales acumen with expertise in consultative, solution-based selling
Strong understanding of multiple sales channels including sponsorship, exhibition, and delegate acquisition
Proven ability to develop and execute sales strategies that drive revenue growth
Experience with CRM systems, sales analytics, and performance management tools
Strong negotiation skills with ability to structure complex, high-value deals
Data-driven approach to sales management with focus on metrics and accountability
Leadership & People Skills
Inspirational leader who builds trust, drives performance, and develops talent
Excellent communication and presentation skills across all organizational levels
Ability to motivate and energize teams to achieve ambitious goals
Strong coaching and mentoring capabilities
Collaborative approach with ability to influence across matrix organizations
High emotional intelligence and cultural awareness
Strategic & Analytical Skills
Strategic thinker with ability to translate business objectives into sales strategies
Strong analytical skills with ability to interpret data and derive actionable insights
Business acumen with understanding of P&L dynamics and commercial drivers
Ability to balance short-term execution with long-term strategic planning
Problem-solving mindset with ability to navigate complex challenges
Market Knowledge
Deep understanding of B2B sales cycles, particularly in events or technology sectors
Knowledge of Americas market landscape, including regional nuances across US, Canada, and LATAM
Strong professional network within relevant industries
Understanding of digital transformation trends impacting B2B sales and customer engagement
Additional Information

We believe that great things happen when people connect face-to-face. That's why we work in-person with each other, or with customers and partners, three days a week or more. When you're not spending time together in one of our offices or other workplaces

like at an Informa event

you get the flexibility and support to work from home or remotely.
We work hard to make sure Life at Informa is rewarding, supportive and enjoyable for everyone. Here's some of what you can expect when you join us. But don't just take our word for it

see what our colleagues have to say at LifeAt.Informa.com
Our benefits include:
Great community:

a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active colleague groups and networks promoting a positive, supportive, and collaborative work environment
Broader impact:

take up to four days per year to volunteer, with charity match funding available too
Career opportunity:

the opportunity to develop your career with bespoke training and learning, mentoring platforms and on-demand access to thousands of courses on LinkedIn Learning. When it's time for the next step, we encourage and support internal job moves
Time out:

15 days PTO rising to 20 after three years and 25 after six years, plus 10 national holidays, a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year
Competitive benefits, including a 401k match, health, vision and dental insurance, parental leave and an ESPP offering company shares at a minimum