Delegate Sales Manager - Black Hat

Informa Festivals marks an exciting new chapter in B2B events, bringing together some of the world's most influential creative, technology and business festivals. We’re combining prestigious brands like Cannes Lions, Black Hat, Money 20/20, GDC, and London Tech Week with cutting-edge marketing intelligence platforms and advisory services to deliver unmissable experiences and insights.

Our festival-led approach re-imagines 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.

This role is based in our Chicago, IL office.

Are you an accomplished sales professional looking to advance your career in the dynamic cybersecurity market? Join the industry-leading Black Hat & SecTor brands as we expand our event sales team.

We're seeking an experienced Delegate Sales Manager to drive our attendee growth strategy across the Black Hat and SecTor portfolio. In this pivotal role, you'll generate delegate sales revenue for multiple events throughout the year while building lasting relationships within the cybersecurity community. This position is ideal for a self-motivated professional who consistently delivers results and thrives in a fast-paced environment.

Responsibilities:

• Drive and exceed delegate revenue targets through strategic outreach to prospective attendees
• Develop and nurture relationships across the cybersecurity ecosystem, from enterprise organizations to specialized professionals
• Articulate the unique value proposition of Black Hat and SecTor events to potential delegates
• Maintain detailed records of client interactions and sales progress in our CRM system
• Process orders efficiently and ensure a seamless purchasing experience for all clients
• Generate actionable analytics and reports to track progress and inform strategy
• Collaborate with Marketing, Registration, Customer Success, and other teams to maximize overall event success
• Provide exceptional customer service throughout the entire delegate journey

• BA/BS degree or equivalent required
• 4-6 years of proven sales experience in the events and conferences sector with a track record of exceeding targets
• Strong interest and/or knowledge in cybersecurity and the broader technology landscape
• Excellent communication skills with ability to convey complex value propositions to diverse audiences
• Self-motivated with a positive, solution-oriented approach to sales challenges
• Analytical mindset with ability to leverage data for strategic decision-making
• Proficiency in CRM systems and Microsoft Office suite
• Nice-to-haves:

• Experience developing targeted value propositions for different cybersecurity personas
• Understanding of event lifecycle and delegate acquisition strategies
• Key account management experience with focus on long-term relationship development
• Strong negotiation skills, particularly for group bookings and VIP attendees

We 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 at LifeAt.Informa.com

Our benefits include:

• Great community: a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active colleague groups and networks promoting a positive, supportive, and collaborative work environment
• Broader impact: take up to four days per year to volunteer, with charity match funding available too 24 Informa PLC | informa.com Information Classification: General
• 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: 15 days PTO rising to 20 after three years and 25 after six years, plus 10 national holidays, a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year
• Competitive benefits, including a 401k match, health, vision and dental insurance, parental leave and an ESPP offering company shares at a minimum 15% discount

• Strong wellbeing support through EAP assistance, mental health first aiders, free access to a wellness app and more • Recognition for great work, with global awards and kudos programs

• As an international company, the chance to collaborate with teams around the world

The salary range for this role is $90,000 - $100,000 based on experience.

This posting will automatically expire on 12.31.2025.

We’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.

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