Head of New Business

Head of New Business - Money20/20 Asia

Full-time

**Company Description**:
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.

**Role Overview**

As the Head of New Business for Money20/20 Asia, you will lead a high-performing team of 4 sales professionals and SDR while personally contributing to revenue generation. This player-manager role is critical to our ambitious growth targets of $3.1M in new business for our upcoming edition. You will be responsible for developing and implementing strategies to acquire new sponsors and exhibitors, while fostering a positive, motivational culture where your team can thrive.

**Key Responsibilities**

**Strategic Leadership**
- Develop and execute comprehensive new business acquisition strategies to achieve $3.1M revenue target for Money20/20 Asia 2026
- Identify and target high-potential sectors and companies across the fintech, banking, and payments ecosystem in the APAC region as well as Rest of World.
- Collaborate with content and marketing teams to create compelling value propositions for potential sponsors and exhibitors
- Analyze market trends and competitor activities to identify new business opportunities
- Collaborate with Global teams to drive international revenue, improve processes and initiate best practices.
- Work with the SDR to assist the team with high-quality leads and assisted meetings.

**Sales Management**
- Lead a team of 4 sales professionals plus SDR, providing clear direction, coaching, and support
- Set individual and team targets, ensuring alignment with overall business objectives
- Monitor team performance against Personal Success Formulas (PSFs) and provide regular feedback
- Ensure robust pipeline management and accurate sales forecasting through Salesforce
- Implement effective sales processes and methodologies to optimize conversion rates

**Revenue Generation**
- Personally manage and close strategic accounts and high-value opportunities
- Build and maintain relationships with C-level executives and decision-makers
- Represent Money20/20 Asia at industry events to generate leads and enhance brand visibility
- Collaborate with global Money20/20 teams to identify cross-selling opportunities

**Team Development & Culture**
- Foster a positive, high-energy sales culture focused on achievement and collaboration
- Create a motivational environment where team members feel empowered and supported
- Provide regular coaching, mentoring, and development opportunities
- Recognize and celebrate individual and team successes
- Implement innovative incentive structures that drive performance while promoting teamwork

**Business Growth**
- Develop strategies to expand the event's footprint in new sectors and markets
- Identify opportunities to create new sponsorship packages and revenue streams
- Work closely with the wider event team to ensure sponsor and exhibitor satisfaction
- Contribute to the overall growth strategy for Money20/20 Asia

**Qualifications**:

- Proven track record in B2B sales leadership, preferably in events, media, or financial services
- Minimum 3 years of experience in a player-manager role with personal revenue targets
- Demonstrated ability to build and lead high-performing sales teams
- Strong understanding of the fintech, banking, or payments landscape in Asia
- Excellent negotiation and closing skills with experience in high-value deals
- Track record of consistently meeting or exceeding sales targets
- Outstanding communication and presentation skills

**Preferred**
- Experience selling sponsorships or exhibition space for premium B2B events
- Knowledge of the APAC financial services market and key players
- International sales experience, particularly in Asian markets
- Understanding of digital financial services trends and innovations
- Experience using Salesforce and sales analytics tools

**Personal Attributes**
- Inspirational leader with the ability to motivate and develop others
- Results-driven with a strong commercial mindset
- Resilient and adaptable in a fast-paced environment
- Excellent relationship builder with strong networking abilities
- Strategic thinker with attention to detail
- Collaborative team player who thrives in a cross-functional environment
- Passionate about creating a positive, inclusive team culture

**Additional Information**:
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