Sales Manager - Black Hat

Informa PLC; Greater London; On-site; GBP 50,000 - 70,000; Full time

Job summary

A leading B2B events company in London is seeking a Sales Manager to drive revenue growth across its cybersecurity events. In this role, you'll be responsible for building strategic relationships and managing a pivotal territory. The ideal candidate will have strong sales expertise with a proven track record in territory management and consultative selling. If you're a driven professional ready for an exciting opportunity in event sales, this could be the perfect match for you.

Benefits

25 days annual leave, rising to 27 after two years

Company funded private medical cover

Career development opportunities

Flexible personal benefits

Community events and volunteer days

Qualifications

• 4-6+ years of territory management experience with proven success.
• Demonstrated success with consultative selling processes and complex sales cycles.
• Proactive problem-solver with the ability to identify opportunities.

Responsibilities

• Sell exhibit space and sponsorships to new and existing clients.
• Drive revenue through digital/media products to maximize client investment.
• Utilize Salesforce.com to track opportunities and maintain accurate forecasting.

Skills

Sales expertise

Territory management

Strategic account management

Consultative selling

Strong communication skills

Education

BA/BS degree or equivalent

Tools

Salesforce.com

Microsoft Office suite

Job description

Overview

This role is based in our 240 Blackfriars, London office. Are you an accomplished sales professional looking to advance your career in the dynamic cybersecurity market? Join the industry‑leading Black Hat & SecTor brands as we expand our event sales team. As a Sales Manager, you'll drive revenue growth across our prestigious cybersecurity events and digital platforms. This role offers an exceptional opportunity for ambitious professionals who excel at building strategic relationships and navigating complex sales cycles. With an emphasis on strategic account management and new business development, this position is ideal for a driven salesperson ready to achieve outstanding success.

Responsibilities

• Sell exhibit space and sponsorships to new and existing clients across our cybersecurity event portfolio
• Drive revenue through complementary digital/media products to maximize client investment
• Strategically manage your territory, developing comprehensive sales plans and pipelines
• Utilise Salesforce.com to track opportunities and maintain accurate forecasting
• Grow business through strategic partnerships with current customers while actively prospecting for new opportunities
• Create custom proposals that combine market insights with creative solutions to meet client objectives
• Build and nurture client relationships through regular communication, meetings, and industry networking
• Meet and exceed assigned revenue targets and performance metrics

Qualifications

• 4‑6+ years of territory management experience, with proven success in both new business development and account growth
• BA/BS degree or equivalent required
• Demonstrated success with consultative selling processes and complex sales cycles
• Experience selling to and negotiating with marketing executives and senior decision‑makers
• Strong communication skills with the ability to articulate value propositions clearly
• Proactive problem‑solver who takes initiative in identifying opportunities
• Proficiency with Salesforce.com and Microsoft Office suite
• Competitive spirit with a drive to succeed in a fast‑paced environment

Nice‑to‑Haves

• Experience selling B2B media and/or events to technology marketers
• Knowledge of the cybersecurity industry and market trends

About Informa Festivals

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 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.

Culture & Working Style

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 at LifeAt.Informa.com

Benefits

• 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