VP, Key Accounts

Do you want to develop your career and make an impact in the fast-growth, fast-moving B2B technology space?

At Informa TechTarget, you'll collaborate and grow alongside some of the industry's most respected experts. You'll work with leading brands and be exposed to world-shaping innovations. You'll apply your energy and intellect to helping clients be faster to market and faster to revenue.

We're a vibrant community of world-class practitioners - over 2000 colleagues strong - with offices in 19 locations around the world. We're traded on Nasdaq and also part of Informa PLC, a global leader in business-to-business events, digital services, and academic research in the FTSE 100who are #3 in Glassdoor's Best Places to Work 2025 UK list.

About Informa TechTarget

Informa TechTarget (Nasdaq: TTGT) informs, influences and connects the world's technology buyers and sellers, to accelerate growth from R&D to ROI.

With an unparalleled reach of over 220 highly targeted technology-specific websites and more than 50 million permissioned first-party audience members, Informa TechTarget has a unique understanding of and insight into technology markets.

Underpinned by those audiences and their data, we offer expert-led, data-driven, and digitally enabled services that deliver significant impact and measurable outcomes to our clients. We provide our customers with:

• 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. Visit informatechtarget.com and follow us on LinkedIn.

For more information, visit informatechtarget.com and follow us on LinkedIn

This role is based in our Newton office

Lead the Key Accounts function, responsible for maximizing revenue, client satisfaction, and long-term portfolio growth across Omdia's high-potential customer segment (accounts between $100K and $500K ARR). This role is a player-coach hybrid, driving strategic expansion within existing accounts while ensuring exceptional renewal rates. Oversee a dedicated account management team, focusing on disciplined account planning, relationship deepening, cross-sell/upsell execution, and value delivery to meet ambitious expansion and renewal targets.

Main Areas of Responsibility & Accountability

Team Leadership & Development

• Recruit, lead, coach, and inspire a high-performing team of Account Managers to become experts in retention and growth.
• Instill a client-focused, value-driven culture, prioritizing disciplined account planning and execution.
• Personally manage a small number of strategic key accounts to maintain market expertise and showcase best practices (Player component).
• Set and monitor individual and team objectives, driving consistent quota attainment across both expansion and renewal goals.

Strategic Account Planning & Execution

• Develop and drive unified, growth-oriented account plans for the entire portfolio, focusing on relationship mapping, identifying expansion opportunities, and increasing share-of-wallet.
• Ensure timely execution of renewal processes, accelerating contract closing, and de-risking high-value renewals.
• Implement playbooks and best practices for scaling account management across the 140-account portfolio.
• Conduct business reviews with senior client stakeholders to articulate value and secure long-term partnerships.

Operational Excellence & Forecasting

• Manage accurate reporting, forecasting, and pipeline health for both renewal and expansion activities, ensuring data integrity for incentive management and risk assessment.
• Optimize processes & tool adoption (e.g., SFDC) to drive sales efficiency & standardized workflows across the Key Account team.
• Serve as the final escalation point for commercial issues, negotiations, and contract terms for the portfolio.

Cross-Functional Collaboration & GTM alignment

• Partner closely with Customer Success to drive product adoption, usage, and client health, ensuring a smooth transition post-sale.
• Collaborate with Product Management to channel the voice of key accounts into product roadmaps and GTM messaging.
• Align with Marketing and Sales Enablement to launch targeted expansion campaigns and provide the team with necessary collateral and skills training.

Knowledge & Skills

• Demonstrated expertise in enterprise B2B account management, ideally in technology, SaaS, and research industries.
• Strategic planning, negotiation, and commercial acumen for complex, multi-product, multi-stakeholder relationships.
• Advanced relationship-building and executive engagement capability.
• Proven skills in retention, upsell, and cross-sell strategy execution.
• Data-driven management, CRM proficiency (Salesforce or equivalent), and analytical rigor for forecasting, reporting, and process improvement.
• Team leadership, talent development, and coaching expertise.

Experience & Qualifications

• Experience: 10+ years in B2B sales/account management with 5+ years in leadership roles managing mid-market or key account teams in a technology, SaaS, or research-intensive sector.
• Expertise: Proven ability to execute a hybrid "Player-Coach" motion-leading a team while maintaining personal accountability for top accounts or strategic initiatives.
• Commercial Acumen: Strategic planning, negotiation, and contract execution skills for complex, multi-stakeholder deals.
• Management: Demonstrated success in team coaching, talent development, and driving performance using data-driven methodologies.
• Technology: Proficiency in CRM systems (e.g., Salesforce) and sales analytics for pipeline management and forecasting

TechTarget, Inc., doing business as Informa TechTarget, including its subsidiaries is an equal opportunity employer and complies with all applicable federal, state, and local fair employment practices laws. We strictly prohibit and do not tolerate discrimination against employees, applicants, or any other covered persons because of race, color, sex (including pregnancy), age, national origin or ancestry, ethnicity, religion, creed, sexual orientation, gender identity or expression, status as a veteran, and basis of disability or any other federal, state or local protected class. This policy applies to all terms and conditions of employment, including, but not limited to, hiring, training, promotion, discipline, compensation, benefits, and termination of employment. If you would like to request reasonable adjustments or accommodations to assist your participation in the hiring process and, or in the advertised position, please inform the appropriate Talent Acquisition Partner for the role once they have been in touch. Your request will be reviewed and considered in confidence.

Informa TechTarget complies with the Americans with Disabilities Act (ADA), as amended by the ADA Amendments Act, and all applicable federal, state or local law.

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.

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-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: 15 days PTO rising to 20 after three years and 25 after six years, plus 10 national holidays, a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year
• Competitive benefits, including a 401k match, health, vision and dental insurance, parental leave and an ESPP offering company shares at a minimum 15% discount
• Strong wellbeing support through EAP assistance, mental health first aiders, free access to a wellness app and more
• Recognition for great work, with global awards and kudos programs
• As an international company, the chance to collaborate with teams around the world

• The pay range for this role is 175,000 - 190,000 plus commission
• This posting will expire on 2/20