International Sales Manager, BlackHat

Overview

Informa Festivals seeks a Sales Manager to drive exhibition, sponsorship, and integrated marketing sales across international markets. You will balance new logo acquisition with renewals, building a robust pipeline and strategic account plans. The role focuses on high-value cybersecurity events and cross-border collaboration with cross-functional teams to deliver measurable ROI for clients. You’ll work closely with global stakeholders to shape event solutions that align with customer goals and drive sustainable revenue growth.

Pay / Benefits

• In-office three days a week or more
• Remote work flexibility
• Private medical cover
• Volunteer days and charity matching
• LinkedIn Learning training and mentoring platforms
• Up to 27 days annual leave plus birthday leave and

Responsibilities

• Prospect and close new business while managing renewals and expansions across assigned territory
• Sell exhibition space, sponsorship packages, and integrated marketing solutions for Black Hat Europe, Black Hat Asia, and regional events
• Drive high customer retention rates by proactive relationship management and churn minimization
• Develop territory plans balancing new logo acquisition with account growth and retention
• Build robust pipeline through systematic prospecting, networking, and strategic account planning
• Utilize Salesforce.com for pipeline management, tracking, and forecasting
• Conduct strategic business reviews with key customers to identify growth opportunities
• Post-event debriefs to gather feedback, demonstrate value, and secure renewals
• Address customer concerns quickly and coordinate internal resources to resolve issues
• Build relationships with C-level executives and key decision-makers, aligning event solutions with business objectives

Key requirements

• 4-6 years of B2B sales with a track record in new business development and account management
• Experience selling large events, trade shows, exhibitions, or conferences
• Proven ability to manage international territories across geographic regions
• History of exceeding sales quotas and maintaining high retention rates
• Experience with consultative, solution-based selling and multi-stakeholder relationships
• Proficiency in Salesforce.com and CRM best practices

• Hunter mentality with persistence and drive
• Consultative selling and needs assessment
• Strong negotiation and relationship-building across cultures
• Professional communication with executive presence
• Salesforce.com
• CRM best practices

…