Senior Sales Manager - Industry Dive

Informa Group Plc.•Washington, DC

7d•$100,000 - $140,000

About The Position

Industry Dive, part of Informa TechTarget, is a B2B digital media company connecting brands to demand through specialist business publications. The Senior Sales Manager leads, coaches, and develops a team of senior-level sellers while driving revenue growth through strategic leadership and execution. The role focuses on team development, strategic account growth, complex deal advising, cross-functional collaboration, client partnerships, and using market insights to improve business outcomes. The position can be based in the DC, NYC, or Boston office.

Requirements

At least 5 years of B2B sales experience.
At least 3–5 years in a leadership role managing senior-level sellers.
Proven ability to coach and develop high-performing sales teams.
Experience advising on complex, multipronged deals valued at $500K 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 in technology or adjacent industries.
Familiarity with content marketing strategies and measurement.
Experience with CRM systems and sales enablement technologies.
History of successfully integrating teams during organizational changes.

Responsibilities

Identify skill gaps among senior sellers and develop tailored coaching plans.
Mentor high-performing representatives to think strategically and execute long-term account growth plans.
Foster ownership, transparency, and high performance through aligned processes, activities, and goals.
Coach sellers on deal execution, skill-building, and strategic thinking.
Help the team remain aligned and productive during organizational change or uncertainty.
Develop multi-quarter strategic account growth plans, identifying whitespace, cross-divisional opportunities, and integrated campaign recommendations.
Apply commercial strategy to optimize margin, pricing, and deal design, and provide leadership input on monetization strategies.
Advise on complex, multipronged deals valued at $500K or more, supporting appropriate structure, profitability, and alignment with client goals.
Use external market signals to identify opportunities and refine sales strategies.
Monitor individual and team performance metrics and provide timely interventions and feedback.
Partner with cross-functional leaders to develop offerings, remove roadblocks, and create scalable cross-team 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 and contribute to company-wide process improvements.
Identify and codify best practices to improve sales systems, forecasting, and workflow efficiency.
Guide the team in building 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.
Resolve complex client issues with solutions that strengthen relationships and retention.
Stay informed about B2B digital media innovations, particularly in 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 developing products and services based on client feedback and market needs.
Anticipate operational or market needs and proactively develop solutions or pilot initiatives.

Benefits

A welcoming culture with in-person and online social events, a charity day, and colleague groups and networks.
Up to four days per year for volunteering, with charity match funding available.
Bespoke training and learning, mentoring platforms, and on-demand access to LinkedIn Learning courses.
Support for internal career moves and promotions.
Open PTO, 10 national holidays, a birthday leave day, and the opportunity to work from almost anywhere for up to four weeks a year.
401(k) match.
Health, vision, and dental insurance.
Parental leave.
Employee stock purchase plan offering company shares at a minimum 15% discount.
Employee assistance program support, mental health first aiders, and free access to a wellness app.
Global awards and recognition programs.