International Sales Manager, BlackHat

Company DescriptionInforma 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, Money20/20, 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.Job DescriptionThis role is based in our 5 Howick Place office.Job DescriptionNew Business Development & Account GrowthProspect and close new business while managing renewals and expansions across assigned territorySell exhibition space, sponsorship packages, and integrated marketing solutions for Black Hat Europe, Black Hat Asia, and regional eventsDrive high customer retention rates while minimizing churn through proactive relationship managementDevelop territory plans that balance new logo acquisition with account growth and retentionBuild robust pipeline through systematic prospecting, networking, and strategic account planningTerritory & Account ManagementStrategically manage large territory across multiple countries and time zonesDevelop comprehensive account strategies focused on long-term relationship building and value creationConduct strategic business reviews with key customers to ensure satisfaction and identify growth opportunitiesUtilize Salesforce.com for pipeline management, customer tracking, and accurate forecastingChurn Management & Customer SuccessProactively monitor account health and take swift action to address at-risk customersBuild strong relationships from first engagement through event delivery to ensure exceptional experiencesConduct post-event debriefs to gather feedback, demonstrate value, and secure renewalsAddress customer concerns quickly and coordinate internal resources to resolve issuesRelationship Building & Consultative SellingBuild and maintain strong relationships with C-level executives, marketing directors, and key decision-makers across marketsServe as trusted advisor, understanding customer business objectives and aligning event solutions to their needsCreate custom proposals that demonstrate ROI and align with customer goalsDrive sustainable revenue growth through new business development and strategic account management for the world's premier cybersecurity event portfolio across international markets.Are you an accomplished sales professional who excels at hunting new business and growing existing accounts? Join the industry-leading Black Hat & SecTor brands as a Sales Manager, International Eventsresponsible for driving exhibition and sponsorship sales for Black Hat Europe, Black Hat Asia, and emerging regional events beyond North America.In this role, you'll balance new business acquisition with customer retention and expansion, managing complex, high-value contracts with cybersecurity vendors, technology companies, and strategic sponsors across EMEA, APAC, and other global markets. This position is ideal for a persistent, strategic seller with a strong hunter mentality who thrives in a consultative sales environment, manages large international territories effectively, and consistently exceeds revenue targets.QualificationsEssential Experience4-6 years of B2B sales experience with proven track record in both new business development and account managementExperience selling large events, trade shows, exhibitions, or conferencesDemonstrated success managing international territories with ability to prioritize and execute effectively across geographic regionsStrong track record of exceeding sales quotas and achieving high retention ratesExperience with consultative, solution-based selling and managing multi-stakeholder relationshipsProficiency in Salesforce.com and CRM best practicesCore CompetenciesHunter mentality with persistence and drive balanced with strategic account planning and territory management skillsConsultative selling expertise including needs assessment, solution development, and value-based sellingStrong negotiation skills for complex, high-value international contractsRelationship building capabilities with ability to engage C-level executives and build trust quickly across culturesCustomer-centric approach focused on long-term partnerships and sustainable growthPersonal AttributesSelf-motivated and results-oriented with consistent track record of exceeding targetsResilient and persistent with ability to handle rejection and maintain momentumCollaborative style that builds internal partnerships and drives customer successProfessional communication skills with strong presentation abilities and executive presenceOrganized and disciplined with ability to manage complex sales cycles across multiple time zonesAdditional InformationWe believe that great things happen when people connect face-to-face. That's why we work in-person with each other, or with customers and partners, three days a week or more. When you’re not spending time together in one of our offices or other workplaces – like at an Informa event – you get the flexibility and support to work from home or remotely.We work hard to make sure Life at Informa is rewarding, supportive and enjoyable for everyone. Here’s some of what you can expect when you join us. But don’t just take our word for it – see what our colleagues have to say LifeAt.Informa.comOur benefits include:Great community: a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active diversity and inclusion networksBroader impact: take up to four days per year to volunteer, with charity match funding available tooCareer opportunity: the opportunity to develop your career with bespoke training and learning, mentoring platforms and on-demand access to thousands of courses on LinkedIn Learning. When it’s time for the next step, we encourage and support internal job movesTime out: 25 days annual leave, rising to 27 days after two years, plus a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a yearA flexible range of personal benefits to choose from, plus company funded private medical coverA ShareMatch scheme that allows you to become an Informa shareholder with free matching sharesStrong wellbeing support through EAP assistance, mental health first aiders, a healthy living subsidy, access to health apps and moreRecognition for great work, with global awards and kudos programmesAs an international company, the chance to collaborate with teams around the worldWe’re not solely focused on a checklist of skills. We champion energy and ambition and look for colleagues who will roll their sleeves up, join in and help make things happen. If it sounds like a match and you have most – although not all – of the skills and experience listed, we welcome your application.If you would like to request reasonable adjustments or accommodations to assist your participation in the hiring process and, or in the advertised position, please inform the appropriate Talent Acquisition Partner for the role once they have been in touch. Your request will be reviewed and considered in confidence. At Informa, you'll find inclusive experiences and environments where all perspectives and backgrounds are welcomed. As part of this approach and our diversity and inclusion commitments, we are also formally an Equal Opportunities Employer. This means we base decisions on relevant qualifications and merit and do not discriminate on the basis of key characteristics and statuses, including all of those protected by law. Ask us or see our website for full information.See how Informa handles your personal data when you apply for a job here.SummaryType: Full-timeFunction: Business DevelopmentExperience level: Mid-Senior LevelIndustry: Events Services