VP Sales

Informa Group Plc. • New York, NY

16h • $175,000 - $190,000 • Hybrid

About The Position

We are seeking a dynamic and results-driven Vice President, Sales to lead strategic growth initiatives, drive market expansion, and achieve revenue targets across exhibitions, events & media. This role combines leadership in business development, account management, and sales strategy, with overall accountability for the business unit's revenue performance. The ideal candidate will have a proven ability to build high-performing teams, foster strategic partnerships, and maintain deep industry relationships, while ensuring the delivery of the agreed sales and financial revenue plan.

Requirements

• Bachelor's degree in Business, Marketing, or equivalent professional experience
• 10+ years in events, media, or related industries leading high-performing sales teams with a proven track record of exceeding revenue targets of 50M+
• Expertise in building and scaling sales organizations across multiple product lines and markets
• Advanced proficiency in CRM systems (Salesforce preferred) and data-driven performance management
• Exceptional leadership skills with the ability to inspire teams through transparent, empathetic, and results-oriented approaches
• Strong strategic thinking, commercial acumen, and ability to develop relationships at senior executive levels
• Demonstrated success in managing complex B2B sales cycles, key account growth, and cross-functional collaboration
• Resilient and adaptable in fast-paced, complex environments
• Lead with empathy, understanding diverse perspectives and motivations while maintaining high standards
• Create psychological safety where team members can be vulnerable about challenges while remaining accountable for results
• Manage and develop diverse teams, creating inclusive and positive team dynamics
• Navigate complex interpersonal situations with sensitivity, honesty, and professionalism
• Willingness to travel domestically and internationally (up to 40%)

Nice To Haves

• If it sounds like a match and you have most – although not all – of the skills and experience listed, we welcome your application.

Responsibilities

• Develop and execute business development strategies aligned with company objectives and long-term growth ambitions
• Identify and launch new market opportunities domestically and internationally to drive sustainable revenue growth
• Leverage customer insights and market intelligence to refine strategies targeting key demographics, verticals, and emerging segments
• Collaborate with Marketing to design and execute integrated campaigns for customer acquisition, retention, and engagement
• Take full ownership of revenue performance, ensuring delivery of the agreed sales and financial revenue plan
• Monitor and manage revenue streams to maximize profitability
• Prepare detailed revenue reports, forecasts, and performance analyses, providing actionable insights to senior leadership
• Identify revenue risks and opportunities early, implementing corrective actions to maintain trajectory
• Lead, mentor, and manage Heads of Sales, Sales Directors, Managers, and Representatives through transparent, data-driven leadership
• Foster a culture of open communication where wins are celebrated publicly and challenges are addressed directly with empathy and solutions-focused dialogue
• Conduct regular 1:1 meetings that combine performance data with coaching conversations, creating clarity on expectations and pathways to success
• Use metrics and insights to identify performance gaps early, working collaboratively with team members to develop actionable improvement plans
• Make decisive talent decisions including hiring, promotion, and performance management, always grounded in objective data and delivered with respect
• Recognize and reward excellence visibly, while addressing underperformance promptly through honest, constructive feedback supported by clear evidence
• Build and maintain deep relationships with key stakeholders, industry partners, and C-level decision-makers
• Represent the company at industry events, partnership meetings, and networking opportunities
• Organize quarterly high-level meetings with key customers to understand evolving needs and create tailored solutions
• Stay ahead of industry trends and competitive dynamics to proactively adjust sales strategies
• Oversee sales pipeline management, budgets, forecasting accuracy, and CRM data integrity (Salesforce preferred)
• Develop and execute sales strategies across diverse product categories, market segments, and customer types
• Lead sales campaign execution, including targeting, pipeline development, deal closing, and performance reporting
• Define individual quotas, develop competitive compensation plans, and ensure accurate reporting of sales performance metrics
• Meet regularly with key customers to assess needs, strengthen relationships, and identify expansion opportunities
• Drive retention and growth through strategic cross-selling, upselling, and rebooking strategies
• Focus on acquiring large key accounts and expanding customer reach through proactive new business development
• Champion customer success by ensuring seamless delivery and exceptional service across all touchpoints
• Build an effective sales culture across the business, fostering collaboration with other functions
• Maintain open communication with internal stakeholders to share customer insights and market dynamics
• Drive innovation in sales approaches, tools, and methodologies to maintain competitive advantage

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