Sales Development Representative, Blackhat

About Informa Festivals and Black Hat Sales Role

Informa Festivals represents a transformative phase in B2B event management, unifying significant global festivals like Cannes Lions, Black Hat, Money20/20, GDC, and London Tech Week. Leveraging decades of experience and Informa's worldwide network, these festivals provide immersive, innovative business experiences. Informa is a FTSE 100 company known as one of Britain's Most Admired Companies with presence across 30+ countries.

This position is based at our 5 Howick Place office yet offers remote working flexibility. We are seeking a motivated Sales Development Representative to join our global sales team, primarily focused on selling premium sponsorship packages within the Black Hat cybersecurity community.

Role Responsibilities

• Develop and maintain a strong pipeline of qualified prospects by performing strategic research and targeted outreach.
• Identify and connect with decision-makers, using personalized communication informed by thorough prospect research.
• Manage accurate records within the CRM for smooth lead transition to Sales Managers.
• Collaborate with marketing to optimize campaigns and events for lead acquisition.
• Promptly respond to inbound leads, qualifying them, and arranging product demonstrations.
• Conduct initial discovery conversations to determine prospect needs and eligibility.
• Effectively communicate Black Hat's value proposition tailored to various stakeholders.
• Forecast weekly and monthly sales metrics, tracking KPIs such as calls, emails, meetings booked, and conversion rates.
• Analyze performance continuously to refine and improve outreach and sales strategies.
• Consistently exceed KPIs and contribute toward annual sales objectives.
• Stay current on industry trends, competitor offerings, and product knowledge through ongoing training and collaboration.
• Promote diversity, equity, and inclusion in interactions and team collaboration.
• Engage positively within the sales organization by sharing insights and supporting team initiatives.

Candidate Qualifications

• Between 1 and 3 years experience in sales development, inside sales, business development or lead generation roles.
• Demonstrated success in meeting or surpassing sales targets and KPIs.
• Proficient in lead generation via inbound and outbound methods, including cold calling and email outreach.
• Adept at conducting discovery and needs assessments, and articulating complex sales propositions to technical and business professionals.
• Familiarity with sales methodologies such as BANT, MEDDIC, and Challenger Sale.
• Strong communication skills, including written and verbal, with an ability to engage diverse audiences actively.
• Resilience, self-motivation, time management, and analytical capabilities.
• Collaborative, adaptable, and committed to maintaining high ethical standards.

Working Conditions and Culture

Our team environment spans multiple time zones, supporting remote and occasional in-person workouts. Flexibility for travel to company events and alignment of schedules with global prospects is needed. Our working model encourages face-to-face collaboration at least three days per week, with remote work supported otherwise.

Additional Benefits

• A welcoming culture with in-person and virtual social events, active diversity networks, and charitable initiatives.
• Volunteer leave up to four days annually with matching charity contributions.
• Professional development through bespoke training, mentoring, and access to extensive online courses.
• Starting at 25 days annual leave, increasing to 27 after two years, plus a birthday leave day and options for remote work up to four weeks per year.
• Flexible personal benefits, company-funded private medical coverage, and a ShareMatch program enabling employee share ownership.
• Comprehensive wellbeing support including Employee Assistance Programs, mental health first aiders, and health apps.
• Recognition programs celebrating outstanding work and opportunities to collaborate globally.

Diversity and Inclusion

Informa is committed to creating an inclusive environment that values diverse perspectives. We are an Equal Opportunity Employer, making hiring decisions based solely on qualifications and merit, ensuring non-discrimination on protected grounds.