Director, New Business Sales - Black Hat

Informa Group Plc.-posted about 6 hours ago

$135,000 - $145,000/Yr

Full-time • Manager

Onsite • New York, NY

5,001-10,000 employees

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This role is based in our 605 Third Avenue, NY office. Drive explosive growth in cybersecurity's most influential market through exceptional team leadership and strategic new business development. Are you a dynamic sales leader who excels at building high-performing teams while personally driving breakthrough revenue growth? Informa is seeking a results-driven Director of New Business Sales to spearhead expansion across our industry-leading Cybersecurity portfolio, featuring premier brands such as Black Hat and SecTor. In this high-impact leadership role, you'll operate as both an inspiring people manager and a hands-on new business hunter. You'll lead a team of accomplished sales professionals while personally pursuing and closing strategic new accounts that fuel our aggressive growth agenda. The ideal candidate combines proven team development expertise with a relentless drive for new business acquisition and market expansion.

Drive aggressive new business acquisition across exhibit space, sponsorships, and media products
Personally hunt and close strategic accounts while coaching your team to do the same
Identify and penetrate untapped market segments within the cybersecurity ecosystem
Build comprehensive territory expansion plans targeting high-value prospects and emerging opportunities
Lead strategic prospecting initiatives to build robust pipeline for sustained growth
Lead and develop a team of New Business Sales Managers focused on acquisition and expansion
Implement sales excellence frameworks that drive consistent new business results
Recruit, onboard, and develop top-tier sales talent with proven new business track records
Create a high-performance culture that rewards innovation, collaboration, and aggressive growth
Coach team members on advanced prospecting, qualification, and closing techniques
Consistently exceed new business revenue targets through team performance and personal contribution
Analyze market data and sales metrics to identify expansion opportunities and optimize approach
Develop data-driven client acquisition strategies that maximize conversion and deal size
Build strategic partnerships that open new revenue channels and market access
Collaborate with Sales Managers to create compelling, customized proposals for high-value prospects
Maintain expert-level knowledge of cybersecurity industry trends, competitive landscape, and emerging opportunities
Serve as senior relationship manager for key strategic prospects and new market segments
Provide accurate forecasting for new business pipeline and revenue projections
Partner cross-functionally to ensure seamless client onboarding and solution delivery

7+ years of B2B sales leadership with direct team management responsibility
Proven new business development track record in events, media, or technology sectors
Experience selling complex solutions ($50K+ average deal size) to enterprise clients
Demonstrated success in building and scaling high-performing sales teams
Advanced proficiency with Salesforce or similar CRM platforms
Exceptional people management skills with ability to inspire and develop talent
Strategic thinking combined with hands-on execution excellence
Data-driven decision making with strong analytical and forecasting abilities
Cross-functional collaboration skills to work effectively across organizations
Executive presence for engaging with C-level prospects and internal stakeholders
Hunter mentality with relentless drive for new business acquisition
Competitive spirit with track record of exceeding aggressive targets
Adaptability to thrive in fast-paced, evolving market conditions
Integrity and professionalism that builds trust with clients and team members

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 24 Informa PLC | informa.com Information Classification: General
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

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Director, New Business Sales - Black Hat

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