VP of Sales, Black Hat

Responsibilities

• Sales Leadership & Revenue Delivery
• 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
• Team Leadership & Development
• 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
• Strategic Sales Planning & Execution
• 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
• Customer Relationship Management
• 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
• Cross-Functional Collaboration
• 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
• Market & Competitive Intelligence
• Maintain deep understanding of customer needs, buying behaviours, and market trends
• Monitor competitive landscape and adjust sales strategies accordingly
• Identify emerging opportunities and threats in the market
• Represent the company at industry events and build strong industry networks
• Serve as a thought leader and brand ambassador in the market

Requirements

• Considerable progressive B2B sales experience with at least 5 years in senior sales leadership roles
• Proven track record of consistently exceeding revenue targets in complex, multi-product environments
• Deep experience in events, media, technology, or B2B information services industries
• Demonstrated success building and scaling high-performing sales teams
• Experience selling to C-suite executives and managing strategic, enterprise-level accounts
• Background in cyber security, technology, or related industries highly valued
• Sales & Commercial Capabilities
• Exceptional sales acumen with expertise in consultative, solution-based selling
• Strong understanding of multiple sales channels including sponsorship, exhibition, and delegate acquisition
• Proven ability to develop and execute sales strategies that drive revenue growth
• Experience with CRM systems, sales analytics, and performance management tools
• Strong negotiation skills with ability to structure complex, high-value deals
• Data-driven approach to sales management with focus on metrics and accountability
• Leadership & People Skills
• Inspirational leader who builds trust, drives performance, and develops talent
• Excell

Additional Information

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.

Your Match

How well this role fits your profile.

Company Intel

What employees say

Worked at Informagroupplc? Share your experience