Head of Sales & Retention, B2B Events

Informa Markets; Orlando (FL); On-site; USD 120,000 - 135,000; Full time

Benefits offered by this job

401k match

Health, vision & dental insurance

PTO 15–25 days + holidays

Ability to work from home occasionally

Job summary

Informa Markets, a division within Informa, is seeking a Head of Sales, Account Management in Orlando, FL. You will lead retention-focused sales initiatives for flagship events and manage a high-performing team to expand wallet share and revenue.

The role requires strategic leadership, deep client relationships, and strong CRM-based performance management, with up to 50% travel. Join a fast-paced environment focused on sponsorship and B2B events.

Qualifications

• Bachelor’s degree or equivalent experience required.
• 7+ years of B2B sales, account management, and team management with revenue targets.
• Proven success in retention and revenue growth and wallet share expansion.
• Expertise in customer lifecycle management, cross‑selling, and upselling strategies.
• CRM proficiency, preferably Salesforce, for account tracking and pipeline management.
• Experience managing multi‑event portfolios or complex account structures.

Responsibilities

• Develop and execute retention strategies to maximize wallet share and customer lifetime value.
• Align sales strategies with event vision by partnering with Exhibition Directors.
• Collaborate with Marketing to design campaigns focused on loyalty and retention.
• Lead, mentor, and manage Sales Directors, Managers, and Representatives to hit targets.
• Maintain deep relationships with key stakeholders within existing accounts and drive growth.
• Oversee sales pipeline, budgets, and CRM data integrity to inform decisions.

Skills

Leadership

Negotiation

Presentation skills

Customer lifecycle management

Strategic thinking

Team mentorship

Education

Bachelor’s degree in business/Marketing or equivalent

Tools

Salesforce

Job description

Informa Markets, a division within Informa, is seeking a Head of Sales, Account Management in Orlando, FL. You will lead retention-focused sales initiatives for flagship events and manage a high-performing team to expand wallet share and revenue.

The role requires strategic leadership, deep client relationships, and strong CRM-based performance management, with up to 50% travel. Join a fast-paced environment focused on sponsorship and B2B events.