Director, Sales - Enterprise IT, Technology Events & Media

Company Description

We’re part of Informa, a global business with a network of trusted brands in specialist markets across more than 30 countries, and a member of the FTSE 100.

Our purpose is to connect our customers to information and people that help them know more, do more and be more. No other company in the world helps more people share professional knowledge or make business connections.

We run around 800 events each year, create digital platforms based on engaging news and information content, and operate professional development programs for individuals and businesses.

Job Description

This role is based out of New York City.

• Compensation for this position ranges from $125,000 to $150,000 annually, depending on your level of experience.
• Please note that this job posting will automatically close on July 17, 2025.

Informa Connect is seeking a driven and experienced Director to lead our Events & Media Sales team for the Enterprise IT portfolio. This role offers an exciting opportunity to work in the fast-paced technology sector, driving growth and generating new business across our high-profile in-person conferences and digital offerings.

Our Enterprise IT portfolio includes leading brands such as Enterprise Connect, and ICMI Contact Center Expo—premier B2B platforms that combine in-person events with digital solutions to create a comprehensive 365 marketing experience for our vendors.

As a key sales leader, you will be responsible for overseeing the development and execution of integrated sales strategies that align with our mission to connect and empower the leaders shaping the future of business through technology. You will coach and manage a dynamic sales team, foster collaboration across departments, and drive revenue growth through innovative solutions and product offerings that blend both physical and digital events.

Key Responsibilities:

• Sales Strategy and Leadership: Collaborate with the VP of Sales to develop and execute an integrated sales strategy. Ensure clear communication and successful execution across the sales team.
• Team Management & Development: Recruit, onboard, and lead a high-performing sales team, fostering a culture of motivation, excellence, and accountability. Provide coaching and professional development to ensure continuous improvement and achievement of sales targets.
• Sales Efficiency: Leverage available tools, frameworks, and resources to implement best practices that maximize sales effectiveness and streamline processes.
• Revenue Growth: Drive exceptional revenue performance, consistently surpassing sales goals and KPIs. Identify new business opportunities and strategies for growth.
• Collaboration and Relationship Building: Build and maintain positive relationships across Informa to ensure collaboration with a customer-centric focus. Work closely with key internal stakeholders to align on objectives and share insights.
• Forecasting & Reporting: Provide accurate, data-driven forecasts and performance metrics for both personal and team performance. Highlight potential risks and opportunities in achieving revenue targets.
• Product & Market Development: Identify new product offerings and target markets to drive high-value new business. Participate in the creation of innovative products that meet evolving client needs in the conference industry.
• Account Management: Cultivate and manage key account relationships, developing strategic plans to identify opportunities for cross-selling and upselling, ensuring alignment with both business and customer goals.
• Personal Growth: Maintain a focus on continuous personal development, enhancing leadership capabilities and staying up-to-date with industry trends.

Join a passionate, smart, and motivated team at Informa Connect and play a vital role in driving positive change within the tech and business sectors.

Qualifications

• 5+ years of experience in Event Sales Management with a strong understanding of industry trends, digital media, and technology solutions.
• Proven leadership experience, with the ability to effectively manage and coach a team, providing valuable feedback and fostering professional growth.
• Expertise in developing, executing, and managing strategic sales plans that drive revenue growth and business development.
• Demonstrated success in growing key accounts, securing new business, and consultatively selling high-value event sponsorships, media solutions, and digital opportunities.
• Exceptional ability to build rapport with senior decision-makers, opening doors and understanding their business needs to drive sales.
• Proven track record in navigating complex sales cycles and consistently meeting or exceeding sales KPIs.
• Strong communication skills, with the ability