Account Manager - Major Accounts

Do you want to develop your career and make an impact in the fast-growth, fast-moving B2B technology space?

At Informa TechTarget, you'll collaborate and grow alongside some of the industry's most respected experts. You'll work with leading brands and be exposed to world-shaping innovations. You'll apply your energy and intellect to helping clients be faster to market and faster to revenue.

We're a vibrant community of world-class practitioners - over 2000 colleagues strong - with offices in 19 locations around the world. We're traded on Nasdaq and also part of Informa PLC, a global leader in business-to-business events, digital services, and academic research in the FTSE 100.

About Informa TechTarget

Informa TechTarget (Nasdaq: TTGT) informs, influences and connects the world's technology buyers and sellers, to accelerate growth from R&D to ROI.

With an unparalleled reach of over 220 highly targeted technology-specific websites and more than 50 million permissioned first-party audience members, Informa TechTarget has a unique understanding of and insight into technology markets.

Underpinned by those audiences and their data, we offer expert-led, data-driven, and digitally enabled services that deliver significant impact and measurable outcomes to our clients. We provide our customers with:

• Trusted information that shapes the industry and informs investment
• Intelligence and advice that guides and influences strategy
• Advertising that grows reputation and establishes thought leadership
• Custom content that engages and prompts action
• Intent and demand generation that more precisely targets and converts

Our organization is committed to sustainability, diversity, wellbeing, and ethical working practices. Visit informatechtarget.com and follow us on LinkedIn.

For more information, visit informatechtarget.com and follow us on LinkedIn

About the Role

Join Informa TechTarget's high-performing Enterprise sales team, where you'll partner with Fortune 1000 technology companies to drive their marketing and demand generation strategies.  As a Major Account Manager, you'll manage a portfolio of strategic accounts, leveraging our industry-leading intent data, content creations, brand and demand solutions to help clients influence and engage B2B technology buyers.

Essential Job Functions

 Account Management & Expansion

• Manage and develop relationships with existing clients in assigned territory of large, enterprise accounts
• Conduct regular client reviews and strategy sessions (alongside Customer Success Manager) to ensure satisfaction and alignment
• Identify upsell and cross-sell opportunities within current client base

New Business Development

• Generate net new revenue opportunities via owned outbound strategies and/or partnership with sales development counterparts
• Deliver and articulate Informa TechTarget's value proposition as it relates to prospect goals and objectives
• Build and maintain pipeline of 3-4x quota coverage

Strategic Engagement

• Construct and present complex program recommendations based on client objectives to deliver value across all phases of the sales funnel
• Interact face-to-face (where possible) with senior-level sales and marketing stakeholders across target prospect accounts
• Represent Informa TechTarget at industry events and client meetings

 What Success Looks Like

• Achieve/exceed annual revenue targets
• Expand average account value through strategic upsell/cross-sell
• Build strong executive relationships with C-level and VP-level stakeholders

Required Qualifications

• 3-5 years B2B sales experience in media, demand generation, and/or technology marketing solutions
• Proven success prospecting, expanding, and cross-selling within a territory
• Excellent communication, presentation, and relationship-building skills with marketing decision-makers
• Highly organized, self-motivated, and able to manage multiple campaigns and stakeholders simultaneously
• Data-driven, comfortable using CRM tools (Salesforce, Outreach, Gong) and leveraging intent and analytics platforms
• Willingness to learn, adopt AI tools, and continuously improve sales and productivity methods

Preferred Qualifications

• Experience selling marketing technology, intent data, or content syndication solutions
• Familiarity with B2B tech buyer journey and marketing funnel optimization
• Track record of managing accounts with $250K annual contract value
• Experience with ABM (Account-Based Marketing) strategies

This position offers $100,000 base salary based on experience commission. 

TechTarget, Inc., doing business as Informa TechTarget, including its subsidiaries is an equal opportunity employer and complies with all applicable federal, state, and local fair employment practices laws. We strictly prohibit and do not tolerate discrimination against employees, applicants, or any other covered persons because of race, color, sex (including pregnancy), age, national origin or ancestry, ethnicity, religion, creed, sexual orientation, gender identity or expression, status as a veteran, and basis of disability or any other federal, state or local protected class. This policy applies to all terms and conditions of employment, including, but not limited to, hiring, training, promotion, discipline, compensation, benefits, and termination of employment. If you would like to request reasonable adjustments or accommodations to assist your participation in the hiring process and, or in the advertised position, please inform the appropriate Talent Acquisition Partner for the role once they have been in touch. Your request will be reviewed and considered in confidence. 

Informa TechTarget complies with the Americans with Disabilities Act (ADA), as amended by the ADA Amendments Act, and all applicable federal, state or local law. 

We believe that great things happen when people connect face-to-face. That's why we work in-person with each other, or with customers and partners, three days a week or more. When you're not spending time together in one of our offices or other workplaces - like at an Informa event - you get the flexibility and support to work from home or remotely.

Our benefits include: 

• Great community: a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active colleague groups and networks promoting a positive, supportive, and collaborative work environment
• Broader impact: take up to four days per year to volunteer with a philanthropic organization
• Career opportunity: the opportunity to develop your career with bespoke training and learning, mentoring platforms and on-demand access to thousands of courses on LinkedIn Learning. When it's time for the next step, we encourage and support internal job moves 
• Time out: Open Vacation, plus 10 national holidays, and the chance to work from (almost!) anywhere for up to four weeks a year 
• Competitive benefits, including a 401k match, health, vision and dental insurance, parental leave and an ESPP offering company shares at a minimum 15% discount 
• Strong wellbeing support through EAP assistance, mental health first aiders, free access to a wellness app and more 
• Recognition for great work, with global awards and kudos programs 
• As an international company, the chance to collaborate with teams around the world