Director of Sales, World of Concrete

This 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

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

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…