Informa
Director, New Business Sales – Black Hat
Location: 605 Third Avenue, NY office. Drive explosive growth in cybersecurity's most influential market through exceptional team leadership and strategic new business development.
Key Responsibilities
Drive aggressive new business acquisition across exhibit space, sponsorships, and media products.
Personally hunt and close strategic accounts while coaching 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 a 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.
Qualifications
Essential Experience
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.
Leadership Capabilities
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.
Personal Attributes
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.
Additional Information We believe 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.
Benefits include: a welcoming community culture with in‑person and online events; charity volunteering; career development through bespoke training and learning; PTO (15 days, rising to 20 after 3 years and 25 after 6 years); health and wellness support; competitive benefits (401k match, health, vision, dental, parental leave, ESPP); and a global awards program.
Salary range: $135,000 – $145,000 based on experience. The posting will automatically expire on 3/31/2026.
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.
Request reasonable adjustments or accommodations? Please inform the appropriate Talent Acquisition Partner once they have been in touch. Your request will be reviewed and considered in confidence.
Informa is an Equal Opportunities Employer. We base decisions on relevant qualifications and merit and do not discriminate on the basis of key characteristics and statuses, including those protected by law. See our website for full EEO statement.
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Key Responsibilities
Drive aggressive new business acquisition across exhibit space, sponsorships, and media products.
Personally hunt and close strategic accounts while coaching 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 a 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.
Qualifications
Essential Experience
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.
Leadership Capabilities
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.
Personal Attributes
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.
Additional Information We believe 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.
Benefits include: a welcoming community culture with in‑person and online events; charity volunteering; career development through bespoke training and learning; PTO (15 days, rising to 20 after 3 years and 25 after 6 years); health and wellness support; competitive benefits (401k match, health, vision, dental, parental leave, ESPP); and a global awards program.
Salary range: $135,000 – $145,000 based on experience. The posting will automatically expire on 3/31/2026.
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.
Request reasonable adjustments or accommodations? Please inform the appropriate Talent Acquisition Partner once they have been in touch. Your request will be reviewed and considered in confidence.
Informa is an Equal Opportunities Employer. We base decisions on relevant qualifications and merit and do not discriminate on the basis of key characteristics and statuses, including those protected by law. See our website for full EEO statement.
#J-18808-Ljbffr