VP Sales, Gaming

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.

About GDC Festival of Gaming:GDC brings together 20,000 attendees from around the world for five days of networking, discovery and inspiration. Featuring 750+ lectures, panels, tutorials, and round tables, GDC covers a wide range of game development topics, offering unparalleled opportunities for learning and collaboration among industry leaders.

Informa is seeking a dynamic VP Sales to join our Gaming Vertical leadership team. This individual will drive the strategy, development, and execution of our go-to-market sales initiatives, leading a global team focused on selling live and virtual events, marketing services, and digital products. As part of the GDC team, you’ll play a key role in shaping the future of the games industry by connecting with clients and partners, ensuring a world-class experience for our audience.

As a VP Sales, you will be accountable for leading a high-performing global sales team, developing and executing sales strategies, and managing relationships with key clients and prospects. You will oversee the sales of live and virtual events, marketing services, and digital products, ensuring your team is aligned with Informa’s objectives and delivering exceptional results.

Key Responsibilities & Accountabilities:

Leadership & Team Development:

• Lead and inspire a global team of sales professionals, ensuring high performance, development, and accountability.
• Manage workforce planning, onboarding, coaching, and performance management to create a top-tier sales organization.
• Foster a culture of continuous learning and personal development for yourself and your team.

Strategic Sales & Client Relationship Management:

• Develop and execute an integrated go-to-market sales strategy, aligning with overall business objectives.
• Clearly articulate the value proposition of our product offerings to key customers and stakeholders.
• Identify and anticipate market trends, adapting sales strategies to drive commercial growth.
• Drive client retention and upsell opportunities by understanding client needs and delivering value.
• Establish and grow relationships with new prospects, uncovering new business opportunities.
• Elevate Informa’s position with clients, handling escalations and managing conflict as needed.
• Create and implement best practices for sales processes, ensuring efficiency and effectiveness across the team.
• Utilize Sales Excellence tools to track performance, optimize the sales pipeline, and drive success from prospecting to closing deals.
• Provide regular sales reporting and performance metrics, highlighting risks, opportunities, and trends.
• Collaborate with internal teams to analyze data, refine sales strategies, and improve team performance.
• Partner with production and product teams to identify new market opportunities and co‑develop innovative solutions.
• Ensure alignment between market needs, client demands, and Informa’s offerings.
• Collaborate with internal stakeholders to improve sales tools, processes, and systems, ensuring the team is using best practices.

Maximizing Revenue & Operational Excellence:

• Drive the sales…