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Informa · 2 days ago

Director, Retention Sales - Black Hat

New York, NY

Full-time

Hybrid

Director/Executive

$120K/yr - $140K/yr

7+ years exp

Informa is a leading company in B2B events, merging influential festivals with innovative marketing intelligence. They are seeking a strategic Director of Retention Sales to drive customer success initiatives and lead a team focused on maximizing customer lifetime value and retention strategies.

B2BBusiness IntelligenceEventsInformation ServicesLead GenerationMarketingPublishing

Hiring Manager

E'Lisa Trevino, SHRM-SCP

Responsibilities

Lead and mentor a team of experienced Sales Managers specializing in customer retention, renewals, and expansion

Create a customer-centric culture that prioritizes long-term relationships and sustainable growth

Coach team members on advanced retention techniques, upselling strategies, and customer success methodologies

Collaborate with Sales Managers to create compelling renewal and expansion proposals

Develop upselling and cross-selling strategies that drive organic revenue growth from existing customers

Drive team performance to consistently exceed retention rates, and revenue goals

Develop comprehensive strategies that maximize customer lifetime value and reduce churn

Analyze customer data and metrics to identify at-risk accounts and expansion opportunities

Create data-driven retention playbooks that guide team approach to different customer segments and scenarios

Maintain deep understanding of cybersecurity industry trends and evolving customer needs

Deliver accurate forecasting for renewal revenue, retention rates, and expansion opportunities

Partner cross-functionally with marketing, product, and customer success teams to enhance retention outcomes

Represent customer voice in strategic planning and product development discussions

Qualification

B2B sales leadershipCustomer lifecycle managementRetention strategyData-driven analysisCross-functional collaborationPeople managementCustomer-centric mindsetAnalytical mindsetStrategic thinkingCollaborative leadership

Required

7+ years of B2B sales leadership with direct team management responsibility

Proven track record of building and leading high-performing sales teams

Deep expertise in customer lifecycle management, churn prevention, and expansion strategies

Experience in B2B sales with complex, multi-year customer relationships ($50K+ annual contracts)

Exceptional people management skills with ability to develop and retain top talent

Strategic thinking focused on long-term customer value and sustainable growth

Data-driven approach to retention analysis, forecasting, and performance optimization

Cross-functional collaboration expertise to work effectively across organizations

Customer-centric mindset with deep understanding of customer success principles

Relationship-focused approach with genuine passion for customer success

Analytical mindset with ability to identify patterns and optimize retention strategies

Collaborative leadership style that builds trust and drives team performance

Integrity and professionalism that builds long-term customer and team loyalty

Preferred

Background in events, media, technology, or professional services industries

Benefits

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