This role is based in our 605 Third Avenue, NY office.
Drive explosive growth in cybersecurity's most influential market through exceptional team leadership and strategic new business development.
Are you a dynamic sales leader who excels at building high-performing teams while personally driving breakthrough revenue growth? Informa is seeking a results-driven Director of New Business Sales to spearhead expansion across our industry-leading Cybersecurity portfolio, featuring premier brands such as Black Hat and SecTor.
In this high-impact leadership role, you'll operate as both an inspiring people manager and a hands-on new business hunter. You'll lead a team of accomplished sales professionals while personally pursuing and closing strategic new accounts that fuel our aggressive growth agenda.
The ideal candidate combines proven team development expertise with a relentless drive for new business acquisition and market expansion.
Key Responsibilities
New Business Development & Growth
- Drive aggressive new business acquisition across exhibit space, sponsorships, and media products
- Personally hunt and close strategic accounts while coaching your team to do the same
- Identify and penetrate untapped market segments within the cybersecurity ecosystem
- Build comprehensive territory expansion plans targeting high-value prospects and emerging opportunities
- Lead strategic prospecting initiatives to build robust pipeline for sustained growth
Team Leadership & Performance Management
- Lead and develop a team of New Business Sales Managers focused on acquisition and expansion
- Implement sales excellence frameworks that drive consistent new business results
- Recruit, onboard, and develop top-tier sales talent with proven new business track records
- Create a high-performance culture that rewards innovation, collaboration, and aggressive growth
- Coach team members on advanced prospecting, qualification, and closing techniques
Revenue Strategy & Market Expansion
- Consistently exceed new business revenue targets through team performance and personal contribution
- Analyze market data and sales metrics to identify expansion opportunities and optimize approach
- Develop data-driven client acquisition strategies that maximize conversion and deal size
- Build strategic partnerships that open new revenue channels and market access
- Collaborate with Sales Managers to create compelling, customized proposals for high-value prospects
Strategic Leadership
- Maintain expert-level knowledge of cybersecurity industry trends, competitive landscape, and emerging opportunities
- Serve as senior relationship manager for key strategic prospects and new market segments
- Provide accurate forecasting for new business pipeline and revenue projections
- Partner cross-functionally to ensure seamless client onboarding and solution delivery