Account Manager, Core Accounts

Account Manager, Core Accounts

The Account Manager, Core Accounts is responsible for the commercial health and strategic growth of an assigned book of business within our long-tail customer segment. This is a retention and growth role, with commercial focus to renew, protect, and expand existing customer relationships.

This role operates within a scaled, high-volume model. Account Managers are expected to manage a book of 80 or more accounts and apply systematic, tools-driven approaches to prioritisation and customer engagement. Success in this role requires the ability to see patterns across a portfolio, operate from a structured playbook, and allocate time and energy to the accounts and activities most likely to drive commercial outcomes.

The Account Manager is the primary commercial owner of the customer relationship from kickoff through renewal. They partner closely with Customer Success, overlay sales teams, and new business sales functions on the account.

Key Responsibilities

Renewal & Commercial Growth Execution

• Lead all commercial conversations from the midyear review through contract close
• Manage the full 12-month customer lifecycle, taking ownership of each defined milestone
• Build and maintain pipeline coverage at a minimum of 3 individual quota target, aiming to grow accounts to meet retention and growth sales quotas
• Proactively identify renewal risk and implement mitigation strategies early in the customer lifecycle
• Negotiate, close, and grow existing contracts, with a focus on net revenue retention and expansion

Customer Lifecycle Ownership

• Partner with Customer Success on the kick-off call to establish goals and build trust from day one
• Lead the midyear Executive Business Review to reviewing progress against customer goals, demonstrating value, and beginning renewal priming
• Own the back half of the customer journey (months 712) with a focus on commercial outcomes, negotiation, and contract closure
• Maintain a proactive 30-day engagement rhythm between all formal lifecycle milestones

Cross-Functional Partnership

• Work in close partnership with Customer Success, overlay sales teams, and new business functions on the complex needs and variety of sales opportunities in your book of business
• Apply the company's Rules of Engagement to determine when to lead, when to partner, and when to hand off, including qualifying opportunities for overlay programmes
• Avoid over-owning deals or motions that fall outside the core AM mandate; recognise when another function should lead

CRM & Operational Hygiene

• Maintain accurate and up-to-date CRM records for all accounts, interactions, and pipeline
• Use available tooling and reporting to surface prioritisation signals and guide daily focus
• Operate from the team's defined playbooks and processes rather than relying on individual judgement alone

What Success Looks Like

In this role, strong performance is defined by both commercial outcomes and the behaviours that drive them. The following are the primary indicators of success in the first 90 days and on an ongoing basis:

• Renewal rate at or above team target
• Net Revenue Retention (NRR) meeting or exceeding individual quota
• Pipeline maintained at 3X quota coverage at all times
• All accounts engaged within 30 days of assignment
• Daily call targets met consistently
• Quarterly cadence meetings in place across the majority of the book
• Accurate, current CRM data across the full book of business

Qualifications

Experience

• 25 years of experience in account management, sales, renewals, or a related commercial role
• Demonstrated track record of meeting or exceeding renewal and/or revenue retention targets
• Experience managing a high-volume book of business or working in a scaled, long-tail commercial model preferred
• Background in B2B SaaS, media, data, or technology sectors preferred

Commercial Skills

• Ability to lead commercial conversations including negotiation, objection handling, and contract close
• Confidence running Executive Business Reviews and midyear strategic reviews with customer stakeholders
• Skilled at identifying expansion opportunities, upsell signals, and churn risk within an existing account base
• Comfortable building and managing a pipeline with consistent coverage discipline

Relationship & Communication Skills

• Strong verbal and written communication skills, with the ability to engage stakeholders at multiple levels of a customer organisation
• Ability to build credibility and trust quickly, particularly in a high-volume book where relationship depth must be built efficiently
• Comfortable with multithreading building relationships across multiple contacts within a single account

Operational & Strategic Skills

• Ability to manage and prioritise a high-volume book of business without uniform, high-touch attention on every account
• Systems thinker who is comfortable identifying patterns across a portfolio and acting on them proactively
• Proficient in CRM platforms (Salesforce preferred), and comfortable using reporting and dashboards to guide daily priorities
• Ability to work within structured playbooks and defined processes while exercising independent judgement where appropriate

Preferred Qualifications

• Experience in a long-tail or scaled account management model with 50+ accounts
• Familiarity with overlay sales models and partner/channel go-to-market structures
• Experience with sales technology platforms (e.g. Gong, Outreach, Ebsta, ZoomInfo)
• Prior exposure to media, research, data, or market intelligence products and services
• Professional fluency in Spanish

Why work at Informa

Employee experience is very important to us at Informa. On top of joining a supportive, diverse and ambitious team that welcomes all types of candidates. We are also flexible with different working patterns and prioritize promotions internally. Our benefits include:

• Freedom & flexibility: colleagues rate us highly for the flexibility and trust they receive, and we support a range of working patterns.
• Great community: a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active diversity and inclusion networks.
• 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: We offer unlimited paid time off (PTO) to help you maintain a healthy work-life balance. In addition to your PTO, and you will receive 10 national holidays.
• Competitive benefits, including a 401k match, 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

This role offers a base salary of $75-80k plus commission.

We're not solely focused on a checklist of skills. We champion energy and ambition and look for colleagues who will roll their sleeves up, join in and help make things happen. If it sounds like a match and you have most although not all of the skills and experience listed, we welcome your application.

At Informa, you'll find inclusive experiences and environments where all perspectives and backgrounds are welcomed. As part of this approach and our diversity and inclusion commitments, we are also formally an Equal Opportunities Employer. This means we base decisions on relevant qualifications and merit and do not discriminate on the basis of key characteristics and statuses, including all of those protected by law. Ask us or see our website for full information.

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Nondiscrimination Policy

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