Sales Manager - Black Hat

Informa Group Plc.; Greater London; On-site; GBP 50,000 - 70,000; Full time

Job summary

A global business events company in London is seeking a Sales Manager to drive revenue growth for cybersecurity events. The ideal candidate will have extensive territory management experience and a strong track record in consultative selling. You will be responsible for building strategic relationships and developing comprehensive sales plans. This is an exciting opportunity to work in a dynamic market with competitive compensation and benefits.

Benefits

25 days annual leave

Flexible working options

Career development opportunities

Company-funded private medical cover

ShareMatch scheme

Wellbeing support programs

Qualifications

• 4-6+ years of territory management experience, with proven success in both new business development and account growth.
• Demonstrated success with consultative selling processes and complex sales cycles.
• Strong communication skills with the ability to articulate value propositions clearly.

Responsibilities

• Sell exhibit space and sponsorships to new and existing clients across the cybersecurity event portfolio.
• Utilize Salesforce.com to track opportunities and maintain accurate forecasting.
• Meet and exceed assigned revenue targets and performance metrics.

Skills

Territory management experience

Consultative selling

Communication skills

Proactive problem-solving

Salesforce proficiency

Negotiation skills

Competitive spirit

Education

BA/BS degree or equivalent

Tools

Salesforce.com

Microsoft Office

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 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.

Job Description

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
• Utilize 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

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 sayLifeAt.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 accommodationsto 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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