Director, International Sales

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, 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 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 FTSE 100 member recognised as one of Britain's Most Admired Companies, with trusted brands in specialist markets across 30+ countries.

Are you a strategic sales leader with a proven track record of building international event revenue and developing market‑specific growth strategies? Informa Festivals is seeking a Director of International Sales to spearhead growth for our world‑renowned cybersecurity event portfolio, with primary focus on Black Hat Europe, Black Hat Asia, and expansion into new regional markets.

In this critical player‑coach leadership role, you’ll balance strategic leadership with hands‑on sales execution. You’ll own the international sales strategy for our regional Black Hat events while personally managing a territory. This dual responsibility allows you to lead by example, mentor your team through direct experience, and maintain close connections with customers and market dynamics. You’ll drive exhibition and sponsorship revenue, develop new growth opportunities including sales agency partnerships, country pavilions, and channel partner programs, while conducting competitive analysis and building scalable revenue models that position Black Hat as the premier cybersecurity event platform globally.

• Own and drive the international sales strategy for Black Hat Europe (London) and Black Hat Asia (Singapore), with responsibility for exhibition, sponsorship, and partnership revenue
• Develop and execute territory‑specific plans that maximize sponsor sales revenue for assigned regional events
• Build and maintain a robust pipeline of international exhibitors, sponsors, and strategic partners across all regional events
• Drive consistent year‑over‑year growth across the international event portfolio
• Conduct competitive analysis of regional cybersecurity events, identifying market gaps, positioning opportunities, and differentiation strategies
• Develop market‑specific growth initiatives tailored to regional dynamics, customer needs, and competitive landscape
• Analyze market trends, customer behaviour, and competitor activities to inform pricing strategies and value propositions
• Monitor competitor moves and adjust strategies to maintain Black Hat's market leadership position

• Identify and develop new revenue channels including sales agency partnerships, country pavilions, and channel partner programs
• Design innovative partnership models including hosted buyer programs, to drive sales growth
• Develop and manage partner programs with clear value propositions, performance metrics, and ROI tracking
• Manage a strategic sales territory covering key accounts and high‑priority markets
• Own revenue targets for assigned territory, including exhibition sales, sponsor ships, and strategic partnerships
• Conduct prospecting, relationship building, negotiations, and deal closures for major accounts
• Model best practices in consultative selling, customer engagement, and deal structuring
• Lead and mentor sales team members and external partners, fostering a high‑performance, customer‑centric culture
• Create a customer‑centric culture that prioritises long‑term relationships and sustainable growth
• Develop comprehensive strategies that maximise customer lifetime value and reduce churn
• Provide hands‑on guidance on complex negotiations, competitive positioning, and account strategy
• Balance individual sales responsibilities with team development and strategic oversight

• Partner…