Sales Manager, New Business - Black Hat

Informa Festivals•New York, NY

9d•$80,000 - $95,000•Onsite

About The Position

This role is based in our 605 Third Avenue, NY office. Drive explosive revenue growth through strategic new business acquisition and market expansion in cybersecurity's most influential market. Are you an accomplished sales professional with a passion for hunting new opportunities and building relationships from the ground up? Join the industry-leading Black Hat & SecTor brands as we aggressively expand our market presence and capture new revenue streams across the cybersecurity landscape. As a Sales Manager, New Business, you'll own an assigned territory with a focus on prospecting, lead generation, and converting new prospects into long-term customers. This role offers an exceptional opportunity for experienced professionals who excel at consultative selling, competitive positioning, and driving growth through new customer acquisition. With emphasis on market penetration and new revenue generation, this position is ideal for a strategic hunter ready to achieve outstanding success through aggressive business development.

Requirements

4-6 years of B2B sales experience with strong focus on new business development and prospecting
Proven track record of managing complex sales cycles and consistently exceeding new business quotas and acquisition targets
Background in events, media, technology, or professional services with preference for technology industry exposure
Demonstrated success in consultative selling and competitive displacement strategies
Hunter mentality with relentless drive for new business development and market expansion
Strategic prospecting skills with ability to identify and qualify high-value opportunities
Consultative selling expertise including needs assessment, solution development, and value-based selling
Relationship building capabilities with ability to quickly establish trust and credibility with new prospects
Understanding of cybersecurity industry trends, challenges, and competitive landscape
Knowledge of event marketing and sponsorship value proposition development
Proficiency in Salesforce.com and CRM best practices for lead and opportunity management
Experience with sales development methodologies and new business acquisition strategies
Familiarity with digital marketing and integrated marketing solutions for prospect engagement
Aggressive hunter approach with focus on new market penetration and revenue generation
Resilient and persistent mindset with ability to handle rejection and maintain motivation
Competitive drive that thrives on winning new business and displacing competitors
Results-oriented with consistent track record of meeting and exceeding new business targets
Professional communication skills including presentation abilities and executive presence

Responsibilities

Sell exhibit space and sponsorship packages to new prospects across assigned territory
Drive new customer acquisition with comprehensive prospecting strategies focused on market penetration and competitive displacement
Identify and pursue greenfield opportunities across multiple events and product offerings
Drive new revenue through strategic selling of digital/media products and premium event experiences
Conduct discovery meetings with new prospects to understand business objectives and identify opportunities
Strategically manage territory with focus on market share growth and competitive positioning
Develop territory plans to ensure systematic approach to prospecting and new business development
Build robust new business pipeline through systematic identification of qualified prospects and opportunities
Utilize advanced Salesforce.com functionality for lead management, opportunity tracking, and accurate forecasting
Provide accurate forecasting for new business revenue and pipeline development
Serve as primary hunter for new business opportunities within assigned territory
Build and maintain prospect database with key decision makers and influencers across target accounts
Execute multi-touch prospecting campaigns through phone, email, social selling, and networking
Create compelling value propositions that differentiate our offerings and demonstrate clear ROI
Proactively research and qualify prospects to ensure efficient use of sales resources
Leverage industry events and networking to generate new leads and build market presence
Convert marketing qualified leads into sales opportunities through effective follow-up and nurturing

Benefits

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

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