Delegate Sales Manager - Black Hat

Company Description

Informa Festivals marks an exciting new chapter in B2B events, bringing together some of the world's most influential creative, technology and business festivals. We're combining prestigious brands like Cannes Lions, Black Hat, Money 20/20, GDC, and London Tech Week with cutting-edge marketing intelligence platforms and advisory services to deliver unmissable experiences and insights.

Our festival-led approach re-imagines 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.

This role is based in our Chicago, IL office.

Are you an accomplished sales professional looking to advance your career in the dynamic cybersecurity market? Join the industry-leading Black Hat & Sec Tor brands as we expand our event sales team.

We're seeking an experienced Delegate Sales Manager to drive our attendee growth strategy across the Black Hat and Sec Tor portfolio. In this pivotal role, you'll generate delegate sales revenue for multiple events throughout the year while building lasting relationships within the cybersecurity community. This position is ideal for a self-motivated professional who consistently delivers results and thrives in a fast-paced environment.

• Drive and exceed delegate revenue targets through strategic outreach to prospective attendees
• Develop and nurture relationships across the cybersecurity ecosystem, from enterprise organizations to specialized professionals
• Articulate the unique value proposition of Black Hat and Sec Tor events to potential delegates
• Maintain detailed records of client interactions and sales progress in our CRM system
• Process orders efficiently and ensure a seamless purchasing experience for all clients
• Generate actionable analytics and reports to track progress and inform strategy
• Collaborate with Marketing, Registration, Customer Success, and other teams to maximize overall event success
• Provide exceptional customer service throughout the entire delegate journey

• BA/BS degree or equivalent required
• 4-6+ years of proven sales experience in the events and conferences sector with a track record of exceeding targets
• Strong interest and/or knowledge in cybersecurity and the broader technology landscape
• Excellent communication skills with ability to convey complex value propositions to diverse audiences
• Self-motivated with a positive, solution-oriented approach to sales challenges
• Analytical mindset with ability to leverage data for strategic decision‑making
• Proficiency in CRM systems and Microsoft Office suite
• Nice-to-haves:
  • Experience developing targeted value propositions for different cybersecurity personas
  • Understanding of event lifecycle and delegate acquisition strategies
  • Key account management experience with focus on long‑term relationship development
  • Strong negotiation skills, particularly for group bookings and VIP attendees

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  * Great community: a welcoming culture with in‑person and online social events, our fantastic Walk the World charity day and active colleague groups and networks promoting a positive, supportive, and collaborative work environment
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  * Broader impact: take up to four days per year to volunteer, with charity match funding available too
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  * Career opportunity: the opportunity to develop your career with bespoke training and learning, mentoring platforms and on‑demand access to thousands of courses on Linked In Learning. When it's time for the next step, we encourage and support internal job moves
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  * Time out: 15 days PTO rising to 20 after three years and 25 after six years, plus 10 national holidays, a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year
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  * Competitive benefits, including a 401k match, health, vision and dental insurance, parental leave and an ESPP offering company shares at a minimum 15% discount
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  * Strong wellbeing support through EAP assistance, mental health first aiders, free access to a wellness app and more
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  * Recognition for great work, with global…