Account Manager, Core Accounts

Informa Group .•Newton, MA

10h

About The Position

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.

Requirements

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
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
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
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

Nice To Haves

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

Responsibilities

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
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
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
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