Global Retention Lead

Global Retention Lead

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 brands like Cannes Lions, Black Hat, Money20 / 20, 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.

Job Description

This role is based in our New York office.

The LIONS Commercial Partnerships team is seeking a Global Partnerships Lead to join our NYC team. This role will report directly into the Global Head of Partnerships, Retention, and work with key accounts across the entire LIONS portfolio.

The LIONS Commercial Partnerships team works directly with clients year-round and is responsible for driving revenue consistently against our 365 product portfolio. This role is responsible for managing a team of six high-performing sales professionals and delivering $30M+ in annual revenue through innovative brand partnerships across our festival portfolio.

We provide a full service, working with the client from initial introduction through signing a contract to delivering their partnership on site and digitally. We are looking for a strategic sales person and excellent manager, with an eye for creativity and new ideas.

The ideal candidate is a seasoned sales leader with 5-8 years of experience in sales, preferably within live events, entertainment, or media. They bring a proven track record of delivering $10M+ in annual revenue and managing high-performing teams. Exceptional leadership and communication skills are essential, along with the ability to negotiate complex, high-value deals. This role requires a strategic thinker who understands brand marketing and sponsorship dynamics, and who thrives in fast-paced, entrepreneurial environments. A strong commercial instinct, collaborative mindset, and results-driven approach are critical to success. The candidate should be able to demonstrate consistently meeting and exceeding targets set over a number of years, as well as experience managing a high-performing sales team.

Key Responsibilities :

• Lead, coach, and develop a team of six direct reports to exceed individual and team sales targets.
• Foster a high-performance culture focused on accountability, creativity, and collaboration.
• Conduct regular performance reviews, pipeline assessments, and strategic planning sessions.
• Own and deliver a $30M+ revenue target through strategic partnerships.
• Manage up forecasts, trading updates, and risk to the Global Head of Partnerships.
• Develop and execute strategies that align with business objectives and market trends.
• Identify new revenue opportunities and optimize existing partnerships for growth and retention.
• Lead negotiations and close complex, high-value deals that drive mutual value.
• Collaborate cross-functionally with marketing, operations, legal, finance, and other internal teams to ensure seamless execution.
• Provide accurate revenue forecasting and pipeline reporting to senior leadership.
• Monitor market trends and competitor activity to inform strategy and positioning.
• Track and analyze performance metrics to continuously improve team effectiveness.
• Maintain accurate contact and activity information in Salesforce.
• On-site operational support during Festival period, including direct liaison with clients and suppliers.
• Willing and able to travel for necessary event operations, site visits, planning to both our London, UK HQ office and Cannes Lions Festival in Cannes, France.

Qualifications

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.

Our benefits include :