VP Sales

Company Description
Informa Markets, a division within Informa, creates global platforms for industries to trade, innovate and grow. We organise over 450 large-scale branded and transaction-led events in over a dozen specialist markets. These are typically not-to-be-missed live and on-demand B2B events where industries convene and people gather to do business. We also provide data and digital content, as well as year-round online platforms where companies showcase their businesses and products and buyers conduct research, generating valuable leads.

Job Description
We are seeking a dynamic and results-driven
Vice President, Sales to lead strategic growth initiatives, drive market expansion, and achieve revenue targets across exhibitions, events & media. This role combines leadership in business development, account management, and sales strategy, with overall accountability for the business unit's revenue performance.

The ideal candidate will have a proven ability to build high-performing teams, foster strategic partnerships, and maintain deep industry relationships, while ensuring the delivery of the agreed sales and financial revenue plan.

Key Responsibilities
Strategic Leadership & Business Development
Develop and execute business development strategies aligned with company objectives and long-term growth ambitions
Identify and launch new market opportunities domestically and internationally to drive sustainable revenue growth
Leverage customer insights and market intelligence to refine strategies targeting key demographics, verticals, and emerging segments
Collaborate with Marketing to design and execute integrated campaigns for customer acquisition, retention, and engagement
Revenue Accountability
Take full ownership of revenue performance, ensuring delivery of the agreed sales and financial revenue plan
Monitor and manage revenue streams to maximize profitability
Prepare detailed revenue reports, forecasts, and performance analyses, providing actionable insights to senior leadership
Identify revenue risks and opportunities early, implementing corrective actions to maintain trajectory
Team Leadership & Development
Lead, mentor, and manage Heads of Sales, Sales Directors, Managers, and Representatives through transparent, data-driven leadership
Foster a culture of open communication where wins are celebrated publicly and challenges are addressed directly with empathy and solutions-focused dialogue
Conduct regular 1:1 meetings that combine performance data with coaching conversations, creating clarity on expectations and pathways to success
Use metrics and insights to identify performance gaps early, working collaboratively with team members to develop actionable improvement plans
Make decisive talent decisions including hiring, promotion, and performance management, always grounded in objective data and delivered with respect
Recognize and reward excellence visibly, while addressing underperformance promptly through honest, constructive feedback supported by clear evidence
Market Expansion & Relationship Building
Build and maintain deep relationships with key stakeholders, industry partners, and C-level decision-makers
Represent the company at industry events, partnership meetings, and networking opportunities
Organize quarterly high-level meetings with key customers to understand evolving needs and create tailored solutions
Stay ahead of industry trends and competitive dynamics to proactively adjust sales strategies
Sales Operations & Performance Management
Oversee sales pipeline management, budgets, forecasting accuracy, and CRM data integrity (Salesforce preferred)
Develop and execute sales strategies across diverse product categories, market segments, and customer types
Lead sales campaign execution, including targeting, pipeline development, deal closing, and performance reporting
Define individual quotas, develop competitive compensation plans, and ensure accurate reporting of sales performance metrics
Customer Focus & Account Growth
Meet regularly with key customers to assess needs, strengthen relationships, and identify expansion opportunities
Drive retention and growth through strategic cross-selling, upselling, and rebooking strategies
Focus on acquiring large key accounts and expanding customer reach through proactive new business development
Champion customer success by ensuring seamless delivery and exceptional service across all touchpoints
Sales Culture & Internal Collaboration
Build an effective sales culture across the business, fostering collaboration with other functions
Maintain open communication with internal stakeholders to share customer insights and market dynamics
Drive innovation in sales approaches, tools, and methodologies to maintain competitive advantage
Qualifications
Required Qualifications
Bachelor's degree in Business, Marketing, or equivalent professional experience
10+ years in events, media, or related industries leading high-performing sales teams with a proven track record of exceeding revenue targets of 50M+
Expertise in building and scaling sales organizations across multiple product lines and markets
Advanced proficiency in CRM systems (Salesforce preferred) and data-driven performance management
Exceptional leadership skills with the ability to inspire teams through transparent, empathetic, and results-oriented approaches
Strong strategic thinking, commercial acumen, and ability to develop relationships at senior executive levels
Demonstrated success in managing complex B2B sales cycles, key account growth, and cross-functional collaboration
Resilient and adaptable in fast-paced, complex environments
Lead with empathy, understanding diverse perspectives and motivations while maintaining high standards
Create psychological safety where team members can be vulnerable about challenges while remaining accountable for results
Manage and develop diverse teams, creating inclusive and positive team dynamics
Navigate complex interpersonal situations with sensitivity, honesty, and professionalism
Willingness to travel domestically and internationally (up to 40%)
Additional Information
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
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 $175,000- $190,000 based on experience.

This posting will automatically expire on October 9th, 2026. 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. See how Informa handles your personal data when you apply for a job here.