International Sales Manager, BlackHat

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.

We’re part of Informa, a FTSE 100 member recognised as one of Britain's Most Admired Companies, with trusted brands in specialist markets across 30+ countries.

Job Description

This role is based in our 5 Howick Place  office.

Job Description

New Business Development & Account Growth

- Prospect and close new business while managing renewals and expansions across assigned territory
- Sell exhibition space, sponsorship packages, and integrated marketing solutions for Black Hat Europe, Black Hat Asia, and regional events
- Drive high customer retention rates while minimizing churn through proactive relationship management
- Develop territory plans that balance new logo acquisition with account growth and retention
- Build robust pipeline through systematic prospecting, networking, and strategic account planning

Territory & Account Management

- Strategically manage large territory across multiple countries and time zones
- Develop comprehensive account strategies focused on long-term relationship building and value creation
- Conduct strategic business reviews with key customers to ensure satisfaction and identify growth opportunities
- Utilize Salesforce.com for pipeline management, customer tracking, and accurate forecasting

Churn Management & Customer Success

- Proactively monitor account health and take swift action to address at-risk customers
- Build strong relationships from first engagement through event delivery to ensure exceptional experiences
- Conduct post-event debriefs to gather feedback, demonstrate value, and secure renewals
- Address customer concerns quickly and coordinate internal resources to resolve issues

Relationship Building & Consultative Selling

- Build and maintain strong relationships with C-level executives, marketing directors, and key decision-makers across markets
- Serve as trusted advisor, understanding customer business objectives and aligning event solutions to their needs
- Create custom proposals that demonstrate ROI and align with customer goals
Drive sustainable revenue growth through new business development and strategic account management for the world's premier cybersecurity event portfolio across international markets.

Are you an accomplished sales professional who excels at hunting new business and growing existing accounts? Join the industry-leading  Black Hat & SecTor  brands as a  Sales Manager, International Events responsible for driving exhibition and sponsorship sales for  Black Hat Europe, Black Hat Asia , and emerging regional events beyond North America.

In this role, you'll balance new business acquisition with customer retention and expansion, managing complex, high-value contracts with cybersecurity vendors, technology companies, and strategic sponsors across EMEA, APAC, and other global markets. This position is ideal for a persistent, strategic seller with a strong hunter mentality who thrives in a consultative sales environment, manages large international territories effectively, and consistently exceeds revenue targets.

Qualifications

Essential Experience

- 4-6 years of B2B sales experience with proven track record in both new business development and account management
- Experience selling large events, trade shows, exhibitions, or conferences
- Demonstrated success managing international territories with ability to prioritize and execute effectively across geographic regions
- Strong track record of exceeding sales quotas and achieving high retention rates
- Experience with consultative, solution-based selling and managing multi-stakeholder relationships
- Proficiency in Salesforce.com and CRM best practices

Core Competencies

- Hunter mentality with persistence and drive balanced with strategic account planning and territory management skills
- Consultative selling expertise including needs assessment, solution development, and value-based selling
- Strong negotiation skills for complex, high-value international contracts
- Relationship building capabilities with ability to engage C-level executives and build trust quickly across cultures
- Customer-centric approach focused on long-term partnerships and sustainable growth

Personal Attributes

- Self-motivated and results-oriented with consistent track record of exceeding targets
- Resilient and persistent with ability to handle rejection and maintain momentum
- Collaborative style that builds internal partnerships and drives customer success
- Professional communication skills with strong presentation abilities and executive presence
- Organized and disciplined with ability to manage complex sales cycles across multiple time zones

Additional Information

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  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 diversity and inclusion networks
- 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: 25 days annual leave, rising to 27 days after two years, plus a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year
- A flexible range of personal benefits to choose from, plus company funded private medical cover
- A ShareMatch scheme that allows you to become an Informa shareholder with free matching shares
- Strong wellbeing support through EAP assistance, mental health first aiders, a healthy living subsidy, access to health apps and more
- Recognition for great work, with global awards and kudos programmes
- As an international company, the chance to collaborate with teams around the world

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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