Senior Sales Manager - Industry Dive

Informa Group . • Washington, DC

6d • Onsite

About The Position

Informa TechTarget is seeking a Senior Sales Manager to lead, coach, and develop a team of senior-level sellers while driving revenue growth through strategic leadership and execution. The role focuses on strategic account growth, cross-functional collaboration, and using market insights to drive business outcomes. The successful candidate will manage high-performing teams, advise on complex, multipronged deals of $500,000 or more, and shape long-term consultative client partnerships.

The position can be based in the company's DC, NYC, or Boston office. Industry Dive, part of Informa TechTarget, is a B2B digital media company with specialist B2B content brands across more than 30 industry verticals. It combines Industry Dive's vertical expertise with TechTarget's intent data and demand generation capabilities.

The Senior Sales Manager will help the team deliver exceptional client service and strategic, multi-product deals; collaborate across departments to improve offerings and processes; and represent the company at industry events. The role also involves tracking market developments, refining sales approaches, and contributing to new products and initiatives.

Requirements

• At least 5 years of B2B sales experience.
• At least 3–5 years in a leadership role managing senior-level sellers.
• A proven track record of coaching and developing high-performing sales teams.
• Experience advising on complex, multipronged deals of $500,000 or more and shaping consultative partnerships.
• Strong analytical skills and ability to use data for decision-making and predictive forecasting.
• Excellent communication and executive-level presentation skills.
• Bachelor’s degree or equivalent experience.

Nice To Haves

• Experience in vertical B2B media, particularly technology or adjacent industries.
• Familiarity with content marketing strategies and measurement.
• Experience with CRM systems and sales enablement technologies.
• A history of successfully integrating teams during organizational changes.

Responsibilities

• Identify skill gaps among senior sellers and develop tailored coaching plans.
• Mentor top-performing representatives to think strategically and execute long-term account growth plans.
• Foster ownership, transparency, high performance, and alignment around processes, activities, and goals.
• Coach team members on deal execution, skill-building, and strategic thinking.
• Lead the team through change and organizational uncertainty.
• Shape multiquarter strategic account growth plans, identifying whitespace, cross-divisional opportunities, and integrated campaign recommendations.
• Optimize margin, pricing, and deal design, and provide leadership with input on monetization strategies.
• Advise on complex, multipronged deals of $500,000 or more, supporting effective deal structure, profitability, and alignment with client goals.
• Use external market signals to identify business opportunities and refine sales strategies.
• Monitor individual and team performance metrics and provide timely feedback and interventions.
• Partner with cross-functional leaders to develop offerings, remove roadblocks, and build scalable solutions.
• Collaborate with content, marketing, and operations teams to support client activations and alignment with SLAs and best practices.
• Represent the sales perspective in cross-department planning and leadership forums, contributing to company-wide improvements.
• Identify and document best practices to improve sales systems, forecasting, and workflow efficiency.
• Guide the team in building and maintaining consultative, long-term client partnerships tied to business goals.
• Ensure exceptional client service throughout the sales cycle and drive larger strategic, multi-product deals.
• Represent Industry Dive and Informa TechTarget at industry events and trade shows as a trusted advisor.
• Resolve complex client issues with creative, mutually beneficial solutions that strengthen relationships and retention.
• Stay current on B2B digital media innovations, especially content marketing and demand generation, and share relevant insights with the team.
• Analyze market trends, competition, and customer behavior to identify opportunities and refine sales approaches.
• Contribute to new product and service development based on client feedback and market needs.
• Anticipate operational or market needs and develop solutions or pilot initiatives.

Benefits

• Welcoming culture with in-person and online social events, a charity day, and colleague groups and networks.
• Up to four paid volunteer days per year and charity match funding.
• Bespoke training and learning, mentoring platforms, and on-demand access to thousands of LinkedIn Learning courses.
• Support for internal job moves and career development.
• Open PTO, 10 national holidays, a birthday leave day, and the opportunity to work from almost anywhere for up to four weeks per year.
• 401(k) match.
• Health insurance.
• Vision insurance.
• Dental insurance.
• Parental leave.
• Employee stock purchase plan (ESPP) with company shares offered at a minimum 15% discount.
• Employee assistance program, mental health first aiders, and free access to a wellness app.
• Global awards and recognition programs.
• Commission in addition to base salary.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior