International Sales Manager, BlackHat at Informa Markets in London, England, United Kingdom

Job description

• This role is based in our 5 Howick Place office.
• 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.

Responsibilities

• New Business Development & Account Growth
• Prospect and close new business while managing renewals and expansions across assigned territory
• Sell exhibition space, sponsorship packages, and integrated marketing solutions for Black Hat Europe, Black Hat Asia, and regional events
• Drive high customer retention rates while minimizing churn through proactive relationship management
• Develop territory plans that balance new logo acquisition with account growth and retention
• Build robust pipeline through systematic prospecting, networking, and strategic account planning
• Territory & Account Management
• Strategically manage large territory across multiple countries and time zones
• Develop comprehensive account strategies focused on long-term relationship building and value creation
• Conduct strategic business reviews with key customers to ensure satisfaction and identify growth opportunities
• Utilize Salesforce.com for pipeline management, customer tracking, and accurate forecasting
• Churn Management & Customer Success
• Proactively monitor account health and take swift action to address at-risk customers
• Build strong relationships from first engagement through event delivery to ensure exceptional experiences
• Conduct post-event debriefs to gather feedback, demonstrate value, and secure renewals
• Address customer concerns quickly and coordinate internal resources to resolve issues
• Relationship Building & Consultative Selling
• Build and maintain strong relationships with C-level executives, marketing directors, and key decision-makers across markets
• Serve as trusted advisor, understanding customer business objectives and aligning event solutions to their needs
• Create custom proposals that demonstrate ROI and align with customer goals
• Drive sustainable revenue growth through new business development and strategic account management for the world's premier cybersecurity event portfolio across international markets.

Requirements

• Essential Experience
• 4-6 years of B2B sales experience with proven track record in both new business development and account management
• Experience selling large events, trade shows, exhibitions, or conferences
• Demonstrated success managing international territories with ability to prioritize and execute effectively across geographic regions
• Strong track record of exceeding sales quotas and achieving high retention rates
• Experience with consultative, solution-based selling and managing multi-stakeholder relationships
• Proficiency in Salesforce.com and CRM best practices
• Core Competencies
• Hunter mentality with persistence and drive balanced with strategic account planning and territory management skills
• Consultative selling expertise including needs assessment, solution development, and value-based selling
• Strong negotiation skills for complex, high-value international contracts
• Relationship building capabilities with ability to engage C-level executives and build trust quickly across cultures
• Customer-centric approach focused on long-term partnerships and sustainable growth
• Personal Attributes
• Self-motivated and results-oriented with consistent track record of exceeding targets
• Resilient and persistent with ability to handle rejection and maintain momentum
• Collaborative style that builds internal partnerships and drives customer success
• Professional communication skills with strong presentation abilities and executive presence
• Organized and disciplined with ability to manage complex sales cycles across multiple time zones

Skills

Required

• B2B sales
• New business development
• Account management
• International territory management
• Consultative selling
• Solution-based selling
• Salesforce.com
• CRM best practices
• Negotiation
• Customer-centric approach
• Strategic account planning
• Pipeline management

Benefits

• Great community: a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active diversity and inclusion networks
• Broader impact: take up to four days per year to volunteer, with charity match funding available too
• Career 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 moves
• Time 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 year
• A flexible range of personal benefits to choose from, plus company funded private medical cover
• A ShareMatch scheme that allows you to become an Informa shareholder with free matching shares
• Strong wellbeing support through EAP assistance, mental health first aiders, a healthy living subsidy, access to health apps and more
• Recognition for great work, with global awards and kudos programmes
• As an international company, the chance to collaborate with teams around the world