Informa TechTarget · 6 hours ago
VP, Key Accounts
Newton, MA
Full-time
Hybrid
Director/Executive
$175K/yr - $190K/yr
10+ years expInforma TechTarget is a leading company in the B2B technology space, seeking a VP of Key Accounts to enhance client satisfaction and revenue growth. The role involves leading a dedicated account management team, driving strategic account planning, and ensuring operational excellence across key accounts.
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Responsibilities
Lead the Key Accounts function, responsible for maximizing revenue, client satisfaction, and long-term portfolio growth across Omdia’s high-potential customer segment (accounts between $100K and $500K ARR)
This role is a player-coach hybrid, driving strategic expansion within existing accounts while ensuring exceptional renewal rates
Oversee a dedicated account management team, focusing on disciplined account planning, relationship deepening, cross-sell/upsell execution, and value delivery to meet ambitious expansion and renewal targets
Recruit, lead, coach, and inspire a high-performing team of Account Managers to become experts in retention and growth
Instill a client-focused, value-driven culture, prioritizing disciplined account planning and execution
Personally manage a small number of strategic key accounts to maintain market expertise and showcase best practices (Player component)
Set and monitor individual and team objectives, driving consistent quota attainment across both expansion and renewal goals
Develop and drive unified, growth-oriented account plans for the entire portfolio, focusing on relationship mapping, identifying expansion opportunities, and increasing share-of-wallet
Ensure timely execution of renewal processes, accelerating contract closing, and de-risking high-value renewals
Implement playbooks and best practices for scaling account management across the 140-account portfolio
Conduct business reviews with senior client stakeholders to articulate value and secure long-term partnerships
Manage accurate reporting, forecasting, and pipeline health for both renewal and expansion activities, ensuring data integrity for incentive management and risk assessment
Optimize processes & tool adoption (e.g., SFDC) to drive sales efficiency & standardized workflows across the Key Account team
Serve as the final escalation point for commercial issues, negotiations, and contract terms for the portfolio
Partner closely with Customer Success to drive product adoption, usage, and client health, ensuring a smooth transition post-sale
Collaborate with Product Management to channel the voice of key accounts into product roadmaps and GTM messaging
Align with Marketing and Sales Enablement to launch targeted expansion campaigns and provide the team with necessary collateral and skills training
Qualification
Required
Demonstrated expertise in enterprise B2B account management, ideally in technology, SaaS, and research industries
Strategic planning, negotiation, and commercial acumen for complex, multi-product, multi-stakeholder relationships
Advanced relationship-building and executive engagement capability
Proven skills in retention, upsell, and cross-sell strategy execution
Data-driven management, CRM proficiency (Salesforce or equivalent), and analytical rigor for forecasting, reporting, and process improvement
Team leadership, talent development, and coaching expertise
Experience: 10+ years in B2B sales/account management with 5+ years in leadership roles managing mid-market or key account teams in a technology, SaaS, or research-intensive sector
Expertise: Proven ability to execute a hybrid 'Player-Coach' motion—leading a team while maintaining personal accountability for top accounts or strategic initiatives
Commercial Acumen: Strategic planning, negotiation, and contract execution skills for complex, multi-stakeholder deals
Management: Demonstrated success in team coaching, talent development, and driving performance using data-driven methodologies
Technology: Proficiency in CRM systems (e.g., Salesforce) and sales analytics for pipeline management and forecasting
Benefits
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 charity match funding available too
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 : 15 days PTO rising to 20 after three years and 25 after six years, plus 10 national holidays, a birthday leave day 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
Company
Informa TechTarget
Informa TechTarget provides purchase intent-driven marketing and sales services for enterprise technology companies.
1001-5000 employees
Funding
Current Stage
Public CompanyTotal Funding
$115MKey Investors
Polaris Partners
2024-12-02Acquired
2007-05-17IPO
2004-12-21Series C· $15M
Leadership Team
Jillian Coffin
Senior Vice President
Brian Hession
Vice President of Data Quality & Innovation
Recent News
2025-11-20
Company data provided by crunchbase