Account Manager, Omdia

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 a commercial focus on 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 functions on the account.

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 kickoff call to establish goals and build trust from day one.
• Lead the midyear Executive Business Review to review progress against customer goals, demonstrate value, and begin renewal priming.
• Own the back half of the customer journey (months 7–12) 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

• 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

• 2–5 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.

Additional Information

People connect face‑to‑face, so 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 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: 25 days annual leave, rising to 27 days after two years, plus a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year.
• A flexible range of personal benefits to choose from, plus company funded private medical cover.
• A ShareMatch scheme that allows you to become an Informa shareholder with free matching shares.
• Strong wellbeing support through EAP assistance, mental health first aiders, a healthy living subsidy, access to health apps and more.
• Recognition for great work, with global awards and kudos programmes.
• As an international company, the chance to collaborate with teams around the world.

Equal Employment Opportunity Statement

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, colour, 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.