Head of New Business - Money20/20 Asia

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.

Job Description

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

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. .

Our benefits include:

• Freedom & flexibility: colleagues rate us highly for the flexibility and trust they receive and most of us balance time in the office with time working remotely
• 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: annual leave 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, 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

We’re not solely focused on a checklist of skills. We champion energy and ambition and look for colleagues who will roll their sleeves up, join in and help make things happen. If it sounds like a match and you have most – although not all – of the skills and experience listed, we welcome your application.

At Informa, you'll find inclusive experiences and environments where all perspectives and backgrounds are welcomed. As part of this approach and our diversity and inclusion commitments, we are also formally an Equal Opportunities Employer. This means we base decisions on relevant qualifications and merit and do not discriminate on the basis of key characteristics and statuses, including all of those protected by law. Ask us or see our website for full information.