VP of Sales, Black Hat

Informa Festivals • New York, NY

6d • Hybrid

About The Position

Informa Festivals is seeking a VP Sales Americas to build and lead a high-performing sales organization in their New York or Santa Monica office. This role is responsible for achieving ambitious revenue targets while ensuring exceptional customer experience. The VP will own the sales strategy and execution across sponsorship, exhibition, delegate acquisition, and emerging revenue streams. This leadership position requires a proven track record in building and scaling B2B sales teams, driving consultative sales with C-suite executives, and delivering consistent revenue growth in competitive markets. The role involves close partnership with the SVP Americas and Event Directors to maximize commercial performance across the portfolio. The ideal candidate is a strategic sales leader with commercial rigor, customer-centricity, deep experience in complex B2B sales, and the ability to inspire teams to achieve exceptional results.

Requirements

• 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
• 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
• 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 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
• 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

Nice To Haves

• Background in cyber security, technology, or related industries highly valued

Responsibilities

• 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
• 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
• 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
• 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
• 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
• 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

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

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed