Sales Manager, New Business - Black Hat

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.

This role is based in our 605 Third Avenue, NY office.

Drive explosive revenue growth through strategic new business acquisition and market expansion in cybersecurity's most influential market.

Are you an accomplished sales professional with a passion for hunting new opportunities and building relationships from the ground up? Join the industry‑leading Black Hat & Sec Tor brands as we aggressively expand our market presence and capture new revenue streams across the cybersecurity landscape.

As a Sales Manager, New Business, you'll own an assigned territory with a focus on prospecting, lead generation, and converting new prospects into long‑term customers. This role offers an exceptional opportunity for experienced professionals who excel at consultative selling, competitive positioning, and driving growth through new customer acquisition. With emphasis on market penetration and new revenue generation, this position is ideal for a strategic hunter ready to achieve outstanding success through aggressive business development.

Responsibilities:

New Business Development & Acquisition

• Sell exhibit space and sponsorship packages to new prospects across assigned territory
• Drive new customer acquisition with comprehensive prospecting strategies focused on market penetration and competitive displacement
• Identify and pursue greenfield opportunities across multiple events and product offerings
• Drive new revenue through strategic selling of digital/media products and premium event experiences
• Conduct discovery meetings with new prospects to understand business objectives and identify opportunities

Territory Management & Market Expansion

• Strategically manage territory with focus on market share growth and competitive positioning
• Develop territory plans to ensure systematic approach to prospecting and new business development
• Build robust new business pipeline through systematic identification of qualified prospects and opportunities
• Utilize advanced  functionality for lead management, opportunity tracking, and accurate forecasting
• Provide accurate forecasting for new business revenue and pipeline development
• Serve as primary hunter for new business opportunities within assigned territory
• Build and maintain prospect database with key decision makers and influencers across target accounts
• Execute multi‑touch prospecting campaigns through phone, email, social selling, and networking
• Create compelling value propositions that differentiate our offerings and demonstrate clear ROI
• Proactively research and qualify prospects to ensure efficient use of sales resources
• Leverage industry events and networking to generate new leads and build market presence
• Convert marketing qualified leads into sales opportunities through effective follow‑up and nurturing

• 4–6 years of B2B sales experience with strong focus on new business development and prospecting
• Proven track record of managing complex sales cycles and consistently exceeding new business quotas and acquisition targets
• Background in events, media, technology, or professional services with preference for technology industry exposure
• Demonstrated success in consultative selling and competitive displacement strategies

Core Competencies

• Hunter mentality with relentless drive for new business development and market expansion
• Strategic prospecting skills with ability to identify and qualify high‑value opportunities
• Consultative selling expertise including needs assessment, solution development, and value‑based…