VP Sales

Company Description

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.

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

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 15% discount

Strong wellbeing support through EAP assistance, mental health first aiders, free access to a wellness app and more

Recognition for great work, with global awards and kudos programs

As an international company, the chance to collaborate with teams around the world

The salary range for this role is $150,000 - $180,000 + considerable commission potential based on experience and performance

This posting will automatically expire on 29th June 2026

We're not solely focused on a checklist of skills. We champion energy and ambition and look for colleagues who will roll their sleeves up, join in and help make things happen. If it sounds like a match and you have most - although not all - of the skills and experience listed, we welcome your application.

If you would like to request reasonable adjustments or accommodations to assist your participation in the hiring process and, or in the advertised position, please inform the appropriate Talent Acquisition Partner for the role once they have been in touch. Your request will be reviewed and considered in confidence. At Informa, you'll find inclusive experiences and environments where all perspectives and backgrounds are welcomed. As part of this approach and our diversity and inclusion commitments, we are also formally an Equal Opportunities Employer. This means we base decisions on relevant qualifications and merit and do not discriminate on the basis of key characteristics and statuses, including all of those protected by law. Ask us or see our website for full information.

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