Job DescriptionThis role is based in our Irving, TX office.We are seeking a dynamic and results-oriented Director of Sales to lead comprehensive revenue growth initiatives encompassing both new business acquisition and existing account expansion. This role requires a strategic thinker with a proven ability to build high-performing sales teams, drive market expansion, maximize wallet share, and achieve aggressive revenue targets for our events. The ideal candidate will be a hands-on leader with expertise in the full customer lifecycle-from prospecting and acquisition through retention and growth-combined with strong capabilities in sales strategy, commercial marketing, and team mentorship.
Key Responsibilities
Strategic Leadership & Revenue Growth
- Develop and implement integrated sales strategies aligned with company objectives to drive new business acquisition, customer retention, and account expansion
- Identify and capitalize on new market opportunities domestically and internationally while maximizing wallet share within existing accounts
- Leverage customer insights, market research, and competitive analysis to refine strategies targeting key demographics and growth opportunities
- Collaborate with Marketing to design and execute campaigns for both new customer acquisition and existing customer loyalty
- Create tailored solutions that meet evolving customer needs and strengthen long-term partnerships
Team Management & Development
- Lead, mentor, and manage salespeople responsible for both new business and account management functions
- Conduct regular 1:1 meetings to support individual growth, performance, and skill development
- Foster a culture of accountability, high performance, and customer-focused selling
- Assess team strengths and implement development plans to build a best-in-class sales organization
Market Expansion & Customer Relationship Management
- Build and maintain deep relationships with key stakeholders, decision-makers, and industry partners across prospect and client accounts
- Conduct regular strategic check-ins with key customers to assess satisfaction, identify needs, and uncover cross-sell and upsell opportunities
- Represent the company at industry events, competitor shows, and networking opportunities to drive both new business and reinforce customer loyalty
- Establish and nurture strategic partnerships that accelerate market penetration and revenue growth
- Stay ahead of industry trends and market dynamics to proactively adjust sales strategies
Sales Operations & Performance Management
- Oversee accuracy and pacing of the sales pipeline, budgets, and CRM data management (Salesforce preferred) across all sales functions
- Develop and execute growth strategies across diverse product categories and market segments
- Prepare detailed reports on retention metrics, new business performance, ROI, and overall sales effectiveness
- Monitor and manage team performance, ensuring alignment with revenue goals and strategic priorities
Qualifications- Bachelor's degree in Business, Marketing, or equivalent experience
- 7+ years of B2B sales experience spanning business development, account management, and team leadership, ideally in media, sponsorship, or B2B events, with proven revenue achievement
- Demonstrated success in exceeding revenue targets through both new business acquisition and existing account growth
- Expertise in the full customer lifecycle, including prospecting, commercial marketing, retention strategies, cross-selling, and upselling
- Advanced proficiency in CRM systems (Salesforce preferred) for pipeline management and account tracking
- Strong leadership, communication, negotiation, and presentation skills
- Highly organized with excellent time management and prioritization abilities
- Ability to excel in fast-paced environments while balancing immediate wins with long-term relationship building
- Willingness to travel up to 50% for client meetings, events, and relationship-building activities
Additional InformationWe 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
- 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
This role offers a base salary between $115,000-125,000 based on experience, plus a commission.
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.
