Sales Manager, Retention Sales - Black Hat

• Full-time

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 605 Third Avenue, NY office.

Drive sustainable revenue growth through exceptional customer retention and strategic account expansion in cybersecurity's most influential market.

Are you an accomplished sales professional with a passion for building lasting customer relationships and maximizing account value? Join the industry-leading Black Hat & Sec Tor brands as we strengthen our customer retention capabilities and drive long-term revenue growth.

As a Sales Manager, Retention Sales, you'll manage an assigned territory with a focus on renewal optimization, account expansion, and customer success. This role offers an exceptional opportunity for experienced professionals who excel at consultative selling, relationship management, and driving growth from existing accounts. With emphasis on customer lifetime value and retention excellence, this position is ideal for a strategic salesperson ready to achieve outstanding success through customer-centric approaches.

Responsibilities:

Sales Growth and Expansion

• Sell exhibit space renewals and sponsorship packages to clients in assigned territory
• Drive customer retention rates of 90%+ while maximizing account expansion opportunities
• Develop comprehensive account strategies focused on long-term relationship building and value creation
• Identify and execute cross-selling opportunities across multiple events and product offerings
• Drive incremental revenue through strategic upselling of digital/media products and premium event experiences
• Conduct strategic business reviews with key customers to ensure satisfaction and identify growth opportunities

Territory Management & Planning

• Strategically manage territory with a focus on customer health and satisfaction optimization
• Develop territory plans to ensure systematic approach to sales growth and relationship management
• Build robust expansion pipeline through systematic identification of upselling and cross-selling opportunities
• Utilize advanced  functionality for customer health tracking, renewal management, and accurate forecasting
• Collaborate with customer success teams to ensure exceptional event experiences that drive retention
• Provide accurate forecasting for revenue and expansion potential

Relationship Building & Customer Advocacy

• Serve as primary point of contact for assigned accounts throughout the customer lifecycle
• Build and maintain strong relationships with key decision makers and influencers across assigned accounts
• Build trust and rapport with key customer contacts through consistent, professional communication
• Create custom retention and expansion proposals that demonstrate ROI and align with customer business objectives
• Proactively address customer concerns and coordinate internal resources to resolve issues quickly
• Gather customer feedback to inform product development and service enhancement initiatives
• Serve as customer advocate internally while driving revenue growth and retention excellence

• 4-6 years of B2B sales experience with strong focus on account management and customer retention
• Proven track record of achieving retention rates above 85% while driving account expansion
• Experience managing complex, multi-stakeholder customer relationships with contract values of $25K+ annually
• Background in events, media, technology, or professional services with preference for cybersecurity industry exposure
• Demonstrated success in consultative selling and solution-based account…