Account Manager, Core Accounts

Informa Group .•Newton, MA

2d•Hybrid

About The Position

The Account Manager, Core Accounts is responsible for the commercial health and strategic growth of an assigned book of business in the long-tail customer segment. This is a retention and growth role focused on renewing, protecting, and expanding existing customer relationships within a scaled, high-volume model. Account Managers manage a book of 80 or more accounts and use systematic, tools-driven approaches to prioritize customer engagement and commercial activity. They identify portfolio patterns, follow defined playbooks, and focus effort on accounts and activities most likely to deliver commercial outcomes. The Account Manager is the primary commercial owner of the customer relationship from kickoff through renewal and partners closely with Customer Success, overlay sales teams, and new business sales functions. The role owns the customer lifecycle and commercial conversations, maintains pipeline coverage, identifies and mitigates renewal risks, and negotiates contract renewals and expansions. It also requires accurate CRM records, use of reporting and tooling to guide daily priorities, and adherence to team processes and Rules of Engagement. The position offers a base salary in the stated range of $75,000–$90,000 plus commission. Informa describes an in-person work model of three or more days per week, with flexibility to work from home or remotely at other times.

Requirements

2–5 years of experience in account management, sales, renewals, or a related commercial role.
Demonstrated record of meeting or exceeding renewal and/or revenue retention targets.
Ability to lead commercial conversations, including negotiation, objection handling, and contract close.
Confidence running Executive Business Reviews and midyear strategic reviews with customer stakeholders.
Ability to identify expansion opportunities, upsell signals, and churn risk within an existing account base.
Strong verbal and written communication skills and ability to engage stakeholders at multiple levels of a customer organization.
Ability to build credibility and trust quickly in a high-volume account book.
Comfort building relationships with multiple contacts within a single account.
Ability to manage and prioritize a high-volume book without providing uniform, high-touch attention to every account.
Systems-thinking skills, including identifying portfolio patterns and acting proactively.
Proficiency in CRM platforms and comfort using reporting and dashboards to guide daily priorities.
Ability to work within structured playbooks and defined processes while exercising independent judgment where appropriate.

Nice To Haves

Experience managing a high-volume book of business or working in a scaled, long-tail commercial model.
Background in B2B SaaS, media, data, or technology.
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 such as Gong, Outreach, Ebsta, or ZoomInfo.
Prior exposure to media, research, data, or market intelligence products and services.
Professional fluency in Spanish.
Experience with Salesforce, which is preferred.

Responsibilities

Lead commercial conversations from the midyear review through contract close.
Manage the full 12-month customer lifecycle and own each defined milestone.
Maintain pipeline coverage of at least 3× individual quota, with the goal of achieving retention and growth quotas.
Identify renewal risks proactively and implement mitigation strategies early in the customer lifecycle.
Negotiate, close, and grow existing contracts, focusing on net revenue retention and expansion.
Partner with Customer Success on kickoff calls to establish goals and build trust.
Lead midyear Executive Business Reviews, review progress against customer goals, demonstrate value, and begin renewal priming.
Own the back half of the customer journey (months 7–12), focusing on commercial outcomes, negotiation, and contract closure.
Maintain proactive customer engagement every 30 days between formal lifecycle milestones.
Work closely with Customer Success, overlay sales teams, and new business functions on customer needs and sales opportunities.
Apply Rules of Engagement to decide when to lead, partner, or hand off, including qualifying opportunities for overlay programs.
Avoid taking ownership of deals or motions outside the core Account Manager remit and recognize when another function should lead.
Keep CRM records of accounts, interactions, and pipeline accurate and up to date.
Use available tools and reporting to identify prioritization signals and guide daily focus.
Follow defined team playbooks and processes.
Meet renewal, net revenue retention, pipeline coverage, account engagement, daily call, quarterly cadence, and CRM data success indicators.

Benefits

Flexible working patterns and flexibility to work from home or remotely outside the in-person work schedule.
Welcoming culture with in-person and online social events and diversity and inclusion networks or colleague groups.
Up to four days per year for volunteering, with charity match funding mentioned in the posting.
Bespoke training, mentoring platforms, and access to thousands of LinkedIn Learning courses.
Internal career moves and promotion opportunities.
Unlimited paid time off / open vacation, as described in different sections of the posting.
10 national holidays.
401(k) match.
Parental leave.
Employee share purchase plan (ESPP) with company shares at a minimum 15% discount.
Health insurance.
Vision insurance.
Dental insurance.
Wellbeing support, including EAP assistance, mental health first aiders, and access to a wellness app.
Global awards and recognition programs.
Opportunity to collaborate with teams around the world.