VP of Sales, Black Hat

Company Description

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 New York or Santa Monica office.

As VP Sales Americas, you will be responsible for building and leading a high‑performing sales organization that delivers against ambitious revenue targets while providing exceptional customer experience. You will own the full sales strategy and execution across sponsorship, exhibition, delegate acquisition, and emerging revenue streams.

This is a critical leadership role requiring a proven track record of building and scaling B2B sales teams, driving consultative sales approaches with C‑suite executives, and delivering consistent revenue growth in competitive markets. You will work in close partnership with the SVP Americas and Event Directors to maximize commercial performance across the portfolio.

The ideal candidate is a strategic sales leader who combines commercial rigor with customer‑centricity, has deep experience in complex B2B sales environments, and can inspire teams to achieve exceptional results.

• Full accountability for sales revenue across the Americas portfolio, including sponsorship, exhibition and ancillary revenue streams
• Develop and execute comprehensive sales strategy aligned with business objectives and growth targets
• Set ambitious yet achievable sales targets and drive accountability across the team
• Lead forecasting, pipeline management, and revenue tracking with accuracy and transparency
• Identify and capitalize on new revenue opportunities and market segments

• Build, lead, and develop a high‑performing sales team across multiple locations and brands
• Recruit top sales talent and create a culture of excellence, accountability, and collaboration
• Provide coaching, mentoring, and professional development to elevate team capabilities
• Establish clear performance metrics, incentive structures, and career progression pathways
• Foster knowledge sharing and best practice adoption across the team

• Design and implement sales strategies tailored to different customer segments and product offerings
• Develop go‑to‑market approaches for new products, markets, and customer segments
• Lead pricing strategy and commercial positioning in partnership with marketing and product teams
• Drive innovation in sales approaches, including digital selling, account‑based marketing, and customer engagement
• Establish sales processes, systems, and tools to drive efficiency and effectiveness

• Build and maintain relationships with C‑suite executives and senior decision‑makers across key accounts
• Lead strategic negotiations and close high‑value, complex deals
• Champion customer‑centric selling that focuses on value creation and long‑term partnerships
• Oversee key account management and customer retention strategies
• Ensure exceptional customer experience throughout the sales cycle and beyond

• Partner closely with SVP Americas and Event Directors to align sales strategy with business objectives
• Collaborate with marketing teams on lead generation, campaign development, and customer acquisition
• Work with operations and customer success teams to ensure seamless customer experience
• Coordinate with global sales counterparts to share insights and drive consistency
• Provide market intelligence and customer feedback to inform product development and strategy

• Maintain deep understanding of customer needs,…