Account Manager, Core Accounts

Informa Group Plc.•Newton, MA

8d•$75,000 - $90,000•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. Account Managers operate in a scaled, high-volume model, managing 80 or more accounts and using systematic, tools-driven methods to prioritize customer engagement and commercial opportunities. The Account Manager is the primary commercial owner of the customer relationship from kickoff through renewal, partnering with Customer Success, overlay sales teams, and new business sales functions. The role owns the full 12-month customer lifecycle, including commercial conversations from the midyear review through contract close. Account Managers maintain pipeline coverage of at least three times their individual quota, identify renewal risks early, negotiate and expand contracts, and maintain accurate CRM records. They use team playbooks, reporting, and available tools to prioritize their work and collaborate according to the company’s Rules of Engagement. The position is with Informa TechTarget, an international B2B technology company with more than 2,000 colleagues and offices in 19 locations. The company describes its work as informing, influencing, and connecting technology buyers and sellers, and states commitments to sustainability, diversity, wellbeing, and ethical working practices. The role works in person with colleagues, customers, or partners three days a week or more, 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 track record of meeting or exceeding renewal and/or revenue retention targets.
Background in the B2B SaaS, media, data, or technology sector.
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.
Ability to build and manage a pipeline with consistent coverage discipline.
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 book of business.
Comfort with multithreading and building relationships across multiple contacts within an account.
Ability to manage and prioritize a high-volume book without providing uniform, high-touch attention to every account.
Systems-thinking ability to identify patterns across a portfolio and act proactively.
Proficiency with CRM platforms; Salesforce is preferred. Comfortable 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.
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.

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 and grow accounts to meet retention and growth quotas.
Identify renewal risk 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 a proactive 30-day engagement rhythm between formal lifecycle milestones.
Partner with Customer Success, overlay sales teams, and new business functions on customer needs and sales opportunities.
Apply Rules of Engagement to determine when to lead, partner, or hand off, including qualifying opportunities for overlay programs.
Recognize when opportunities or activities fall outside the core Account Manager mandate and should be led by another function.
Maintain accurate, up-to-date CRM records for accounts, interactions, and pipeline.
Use tools and reporting to identify prioritization signals and guide daily focus.
Follow the team's defined playbooks and processes.
Meet renewal rate and Net Revenue Retention targets, maintain 3× pipeline coverage, engage accounts within 30 days of assignment, meet daily call targets, establish quarterly cadence meetings across most of the book, and maintain accurate CRM data.

Benefits

Flexible working patterns and flexibility to work from home or remotely when not working in person.
In-person and online social events, a charity day, and diversity and inclusion networks or colleague groups.
Up to four days per year to volunteer; charity match funding is mentioned in one benefits description.
Bespoke training and learning, mentoring platforms, and access to LinkedIn Learning courses.
Unlimited paid time off/Open Vacation and 10 national holidays.
401(k) match.
Parental leave.
Employee stock purchase plan (ESPP) offering company shares at a minimum 15% discount.
Health, vision, and dental insurance.
Employee Assistance Program (EAP) support, mental health first aiders, and free access to a wellness app.
Global awards and recognition programs.
Opportunity to collaborate with teams around the world.
Commission in addition to base salary.