Sales Development Representative, Blackhat

Informa Festivals marks an exciting new chapter in B2B events, bringing some of the world's most influential creative, technology and business festivals together. We’re combining prestigious events like Cannes Lions, Black Hat, Money20/20, GDC, and London Tech Week with cutting-edge marketing intelligence platforms and advisory services to deliver unmissable experiences and insights.

Our festival-led approach reimagines 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.

We’re part of Informa, a FTSE 100 member recognised as one of Britain's Most Admired Companies, with trusted brands in specialist markets across 30+ countries.

This role is based in our5 Howick Place office.

We're looking for a dynamic Sales Development Representative (SDR) to join our growing global sales team selling across the Black Hat portfolio. In this role, you'll support the selling of our premium sponsorship products into the cyber security community. You'll be the critical first point of contact for potential clients, responsible for qualifying inbound leads, generating outbound opportunities, and booking meetings to support pipeline growth and conversion. Your work will play a key role in expanding our reach and accelerating business growth in the competitive creative marketing intelligence space.

Key Responsibilities

Lead Generation & Pipeline Management

- Build and manage a qualified pipeline of potential customers through strategic prospecting and research
- Develop and implement targeted outreach strategies to identify decision-makers within prospect organizations
- Maintain accurate records in our CRM system to ensure seamless handoffs to Sales Managers
- Collaborate with marketing to leverage campaigns and events for lead generation
- Conduct thorough research on prospects to personalize outreach and increase engagement rates Inbound Lead Qualification
- Respond promptly to inbound leads—qualify them and book product tour meetings
- Conduct initial discovery calls to understand prospect needs and pain points
- Assess prospect fit against ideal customer profile criteria
- Articulate the value proposition of Black Hat to different stakeholders
- Effectively communicate how our solutions address specific industry challenges Performance & Reporting
- Accurately forecast weekly and monthly performance metrics
- Track and report on key performance indicators (KPIs) including calls made, emails sent, meetings booked, and conversion rates
- Analyze performance data to continuously refine outreach strategies
- Participate in regular pipeline reviews with sales leadership
- Identify trends and opportunities to improve conversion rates Sales Development
- Overachieve on set KPIs to help drive your annual sales target
- Develop a deep understanding of the Black Hat product suite and value proposition
- Stay informed about industry trends, competitor offerings, and market developments
- Collaborate with Sales Managers to ensure smooth transition of qualified leads
- Participate in regular training to enhance product knowledge and sales techniques Team Contribution
- Actively promote and support diversity, equity, and inclusion within the team and in customer interactions
- Share best practices and learnings with the broader sales organization
- Contribute to a positive and collaborative team culture
- Participate in team meetings and brainstorming sessions
- Support company initiatives and represent the brand professionally at all times

Sales & Business Development Skills

- Demonstrated ability to generate and qualify leads through both inbound and outbound prospecting methods
- Strong cold calling and email outreach capabilities with proven success rates
- Experience conducting discovery calls and needs-assessment conversations
- Ability to articulate complex value propositions to technical and business stakeholders
- Understanding of sales methodologies (e.g., BANT, MEDDIC, Challenger Sale) and qualification frameworks
- Track record of building and managing sales pipelines effectively

Interpersonal & Professional Attributes

- Collaborative team player who shares knowledge and supports colleagues
- Adaptability and flexibility in a fast-paced, evolving sales environment
- Professional demeanor with strong business acumen and executive presence
- Curiosity and continuous learner – eager to develop product expertise and sales skills
- Cultural awareness and sensitivity – committed to diversity, equity, and inclusion principles
- Integrity and ethical approach to sales and customer relationships

Performance Indicators

- Proven ability to consistently achieve or exceed quota (e.g., meetings booked, pipeline generated)
- Experience managing high-volume outreach (50+ calls/day, 100+ emails/week)
- Track record of high conversion rates from lead to qualified opportunity
- Demonstrated accuracy in forecasting and pipeline management
- History of rapid ramp-up in previous sales roles

Additional Requirements

Requirements

1-3 years of experience in sales development, inside sales, business development, or lead generation roles; Proven track record of meeting or exceeding sales targets and KPIs; Exceptional communication skills – both written and verbal, with ability to engage diverse audiences; Active listening abilities to understand prospect needs and pain points; Resilience and persistence – comfortable with rejection and able to maintain motivation; Time management and organizational skills – ability to manage multiple priorities simultaneously; Self-motivated and goal-oriented with a competitive drive to succeed; Analytical mindset – comfortable working with data, metrics, and performance analytics; Ability to work in a global team environment across multiple time zones; Comfortable with remote or hybrid work arrangements (if applicable); Willingness to participate in ongoing training and professional development; Availability for occasional travel to company events, conferences, or team meetings; Flexibility to adjust schedule to accommodate prospect availability and global markets

Benefits

Great community: a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active diversity and inclusion networks; 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: 25 days annual leave, rising to 27 days after two years, plus a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year; A flexible range of personal benefits to choose from, plus company funded private medical cover; A ShareMatch scheme that allows you to become an Informa shareholder with free matching shares; Strong wellbeing support through EAP assistance, mental health first aiders, a healthy living subsidy, access to health apps and more; Recognition for great work, with global awards and kudos programmes; As an international company, the chance to collaborate with teams around the world