Account Manager, Core Accounts

About the role

At Informa TechTarget, you’ll collaborate and grow alongside some of the industry’s most respected experts, working with leading brands and being exposed to the “next big things” in the fast-growth, fast-moving B2B technology space. You’ll apply your energy and intellect to helping clients accelerate growth from R&D to ROI. We’re a vibrant community of over 2,000 colleagues with offices in 19 locations worldwide, part of Informa Plc, a global leader in business-to-business events, digital services, and academic research (FTSE 100).

Informa TechTarget informs, influences, and connects the world’s technology buyers and sellers, offering expert-led, data-driven, and digitally enabled services that deliver significant impact and measurable outcomes to clients. With an unparalleled reach of over 220 highly targeted technology-specific websites and more than 50 million permissioned first-party audience members, we provide:

• Trusted information that shapes the industry and informs investment
• Intelligence and advice that guides and influences strategy
• Advertising that grows reputation and establishes thought leadership
• Custom content that engages and prompts action
• Intent and demand generation that more precisely targets and converts

Our organization is committed to sustainability, diversity, wellbeing, and ethical working practices.

Responsibilities

• Renewal & Commercial Growth Execution
  • Lead all commercial conversations from the midyear review through contract close
  • Manage the full 12-month customer lifecycle, taking ownership of each defined milestone
  • Build and maintain pipeline coverage at a minimum of 3× individual quota target, aiming to grow accounts to meet retention and growth sales quotas
  • Proactively identify renewal risk and implement mitigation strategies early in the customer lifecycle
  • Negotiate, close, and grow existing contracts, with a focus on net revenue retention and expansion
• Customer Lifecycle Ownership
  • Partner with Customer Success on the kickoff call to establish goals and build trust from day one
  • Lead the midyear Executive Business Review to review progress against customer goals, demonstrate value, and begin renewal priming
  • Own the back half of the customer journey (months 7–12) with a focus on commercial outcomes, negotiation, and contract closure
  • Maintain a proactive 30-day engagement rhythm between all formal lifecycle milestones
• Cross-Functional Partnership
  • Work in close partnership with Customer Success, overlay sales teams, and new business functions on the complex needs and variety of sales opportunities in your book of business
  • Apply the company's Rules of Engagement to determine when to lead, when to partner, and when to hand off, including qualifying opportunities for overlay programmes
  • Avoid over-owning deals or motions that fall outside the core Account Manager mandate; recognise when another function should lead
• CRM & Operational Hygiene
  • Maintain accurate and up-to-date CRM records for all accounts, interactions, and pipeline
  • Use available tooling and reporting to surface prioritisation signals and guide daily focus
  • Operate from the team's defined playbooks and processes rather than relying on individual judgement alone

What Success Looks Like

• Renewal rate at or above team target
• Net Revenue Retention (NRR) meeting or exceeding individual quota
• Pipeline maintained at 3X quota coverage at all times
• All accounts engaged within 30 days of assignment
• Daily call targets met consistently
• Quarterly cadence meetings in place across the majority of the book
• Accurate, current CRM data across the full book of business

Requirements

• Experience
  • 2–5 years of experience in account management, sales, renewals, or a related commercial role
  • Demonstrated track record of meeting or exceeding renewal and/or revenue retention targets
  • Experience managing a high-volume book of business or working in a scaled, long-tail commercial model preferred
  • Background in B2B SaaS, media, data, or technology sectors preferred
• Commercial Skills
  • Ability to lead commercial conversations including negotiation, objection handling, and contract close
  • Confidence running Executive Business Reviews and midyear strategic reviews with customer stakeholders
  • Skilled at identifying expansion opportunities, upsell signals, and churn risk within an existing account base
  • Comfortable building and managing a pipeline with consistent coverage discipline
• Relationship & Communication Skills
  • Strong verbal and written communication skills, with the ability to engage stakeholders at multiple levels of a customer organisation
  • Ability to build credibility and trust quickly, particularly in a high-volume book where relationship depth must be built efficiently
  • Comfortable with multithreading — building relationships across multiple contacts within a single account
• Operational & Strategic Skills
  • Ability to manage and prioritise a high-volume book of business without uniform, high-touch attention on every account
  • Systems thinker who is comfortable identifying patterns across a portfolio and acting on them proactively
  • Proficient in CRM platforms (Salesforce preferred), and comfortable using reporting and dashboards to guide daily priorities
  • Ability to work within structured playbooks and defined processes while exercising independent judgement where appropriate

Preferred Qualifications

• Experience in a long-tail or scaled account management model with 50+ accounts
• Familiarity with overlay sales models and partner/channel go-to-market structures
• Experience with sales technology platforms (e.g. Gong, Outreach, Ebsta, ZoomInfo)
• Prior exposure to media, research, data, or market intelligence products and services
• Professional fluency in Spanish