Account Manager, Core 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 the “next big things”. 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 we’re also part of Informa Plc, a global leader in business-to-business events, digital services, and academic research in the FTSE 100.

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.

The Account Manager, Core Accounts is responsible for the commercial health and strategic growth of an assigned book of business within our long-tail customer segment. This is a retention and growth role, with commercial focus to renew, protect, and expand existing customer relationships. 

This role operates within a scaled, high-volume model. Account Managers are expected to manage a book of 80 or more accounts and apply systematic, tools-driven approaches to prioritisation and customer engagement. Success in this role requires the ability to see patterns across a portfolio, operate from a structured playbook, and allocate time and energy to the accounts and activities most likely to drive commercial outcomes. 

The Account Manager is the primary commercial owner of the customer relationship from kickoff through renewal. They partner closely with Customer Success, overlay sales teams, and new business sales functions on the account. 

KEY 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 kic-koff call to establish goals and build trust from day one 

• Lead the midyear Executive Business Review to reviewing progress against customer goals, demonstrating value, and beginning 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 AM 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 

In this role, strong performance is defined by both commercial outcomes and the behaviours that drive them. The following are the primary indicators of success in the first 90 days and on an ongoing basis: 

• 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 

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

All your information will be kept confidential according to EEO guidelines.