Head of Retention - Money20/20

Money20/20; London; On-site; GBP 60,000 - 100,000; Full time

Job summary

Money20/20 is seeking an experienced Head of Retention to lead the Retention team in driving customer retention initiatives and optimizing strategies in the European market. The position encompasses engaging with clients, developing account plans, and ensuring sales performance metrics are met, all within a dynamic and comprehensive team environment.

Benefits

Freedom & flexibility

Great community

Broader impact

Career opportunity

Time out

Flexible range of personal benefits

ShareMatch scheme

Strong wellbeing support

Recognition for great work

International collaboration opportunities

Qualifications

• Sales experience focused on growing revenue from existing accounts.
• Ability to work cross-functionally in a large organization.
• Ability to build a team and lead it.

Responsibilities

• Maximize the Retention team’s performance to increase sales volume and value.
• Develop and implement cohesive account growth strategy.
• Optimize retention strategies across the European market.

Skills

Exceptional communication skills

Sales Management

Team Building

Job 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 brands like Cannes Lions, Black Hat, Money20/20 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 global business with a network of trusted brands in specialist markets across more than 30 countries, and a member of the FTSE 100 who are #3 in Glassdoor's Best Places to Work 2025 UK list.

Money20/20 is the world’s leading premium content, sales and networking platform for the global money ecosystem.

From in depth analytics to inspirational speakers, our world-class insight and networking opportunities help our customers stay ahead – powering strategies and switching mindsets.

The future promises a faster, smoother, more connected money ecosystem. Money20/20 promises the clearest, sharpest vision of what’s next. Find out more at money2020.com.

Job Description

This newly created role is responsible for maximizing the Retention team’s performance to increase sales volume and value from existing accounts.

We are seeking an experienced Head of Retention to join our Money20/20 Europe Sales Team, reporting directly to the VP of Sales. This strategic leadership position will be instrumental in driving customer retention initiatives, managing relationships, and optimising our retention strategies across the European market.

• Manage day to day running of Retention team as the direct line manager
• Work with EVP and VP Sales to develop and implement cohesive account growth strategy and tactics
• Implement Year 1 customer Retention strategy and tactics
• Work with the Retention team to develop and implement key account plans
• Devise, implement and optimise rebooking strategies and tactics
• Ensure all success metrics are being met, specifically weekly activity and run rates
• Support team on calls and meetings with clients and provide feedback and coaching
• Attend competitor shows and events with team
• Coach and guide team on messaging, objection handling, terrain mapping, inventory knowledge
• Work with SPEX marketing team on key messages, and marketing campaigns
• Map and distribute targets, pipeline management, forecasting and activity
• Work with global sales teams to build best practice - what is working, what isn’t, how can we improve
• Collaborate with Head of New Business and Head of Enterprise as the senior sales leadership team to maximize results and share best practice
• Provide weekly reporting to VP sales, Europe

Qualifications

• Exceptional communication skills
• Ability to work cross functionally in a large organization
• Sales Management
• Sales Experience with a focus on growing revenue from existing accounts
• Ability to build a team and lead it

Additional Information

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:

• Freedom & flexibility: colleagues rate us highly for the flexibility and trust they receive and most of us balance time in the office with time working remotely
• 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.

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.

See how Informa handles your personal data when you apply for a job here.