Associate Director of Inside Sales

Informa Group Plc.•Philadelphia, PA

10h•$90,000 - $105,000•Hybrid

About The Position

We're looking for an experienced Associate Director of Inside Sales to lead our global Inside Sales team and shape the future of our renewals and retention strategy for small accounts. In this pivotal role, you'll drive the transition to protective business models for our ebooks and journals portfolio, lead a high-performing team, and work collaboratively across commercial functions to develop innovative propositions for our smaller customer segment. This is an opportunity to maximize customer lifetime value while building strong relationships and leading transformational change in a critical revenue-driving function.

Requirements

Extensive experience in inside sales, account management, or customer success roles, with a proven track record in a leadership position
Proven track record managing renewals and retention in a B2B environment (academic publishing, information services, or SaaS preferred)
Demonstrated success driving retention and growth in the sub-$20k account segment
Experience transitioning customers to subscription or protective business models
Strong background leading and developing high-performing sales teams
Deep understanding of renewal sales cycles, retention strategies, and customer lifecycle management
Exceptional leadership and people management capabilities with proven ability to motivate and develop talent
Data-driven approach with strong analytical skills and experience using metrics to inform strategy
Outstanding communication and negotiation skills with ability to influence at all levels
Proficiency with CRM platforms (Salesforce preferred) and sales analytics tools
Ability to thrive in a fast-paced, dynamic environment while managing multiple priorities
Familiarity with ebooks and journals products, licensing models, and usage metrics
You must have the right to reside and work in the United States.

Nice To Haves

Knowledge of academic publishing, library workflows, and institutional purchasing processes (highly desirable)
Experience working with library customers or academic institutions
Demonstrated success improving renewal rates and reducing customer attrition
Background in change management related to business model transitions
Bachelor's degree in Business, Marketing, or related field; MBA a plus

Responsibilities

Develop and implement proactive retention strategies to maximize renewal rates and minimize churn across our select ebooks and journals accounts
Lead the strategic transition from traditional purchasing models to protective subscription models, ensuring seamless adoption and exceptional customer satisfaction
Analyze renewal trends and regional variations to identify at-risk accounts and deploy targeted intervention strategies
Establish and monitor KPIs including renewal rates, retention percentages, upsell/cross-sell success, and customer satisfaction scores
Build strong relationships with key stakeholders and partner with the Director of Special Revenue to optimize third-party management strategies
Collaborate with Customer Success, Product, and Marketing teams to enhance customer experience and drive product adoption
Identify market opportunities and co-develop new propositions tailored to smaller customers and emerging business segments
Lead, mentor, and inspire a team of inside sales representatives focused on renewals and account retention
Foster a collaborative, results-driven culture that prioritizes customer success and revenue preservation
Set clear performance expectations, conduct regular coaching sessions, and provide ongoing development support
Manage performance reviews, identify skill gaps, and implement targeted training programs
Optimize team capacity planning, territory assignments, and workload distribution
Maintain accurate forecasting of renewal revenue and retention rates
Provide regular reporting and strategic insights to senior leadership on performance, trends, and opportunities
Leverage CRM systems to track customer interactions, renewal status, and pipeline health
Partner with Sales Operations to continuously improve processes, tools, and workflows