Vice President Core Accounts

Informa PLC; Remote; GBP 100,000 - 150,000; Full time

Job summary

A global technology firm is looking for a Vice President, Core Accounts to lead their global accounts function. This role focuses on maximizing renewal efficiency and driving low-touch upsell growth. Candidates should have extensive B2B account management experience, particularly in technology or related fields, and strong leadership skills. You will develop scalable renewal strategies and collaborate across teams to enhance operational efficiency. The ideal candidate should be data-driven and adept at managing complex customer segments.

Benefits

Career development opportunities

Private medical cover options

Flexible benefits

Qualifications

• Expertise in enterprise B2B account management, ideally in technology, SaaS, or research.
• Proven success in retention, upsell, and cross-sell strategy execution.
• Significant experience managing high-volume, low-touch customer segments.

Responsibilities

• Develop and optimize scalable, self-serve renewal strategies.
• Collaborate to design and implement low-touch playbooks using digital tools.
• Lead and motivate a high-performing team focused on process-driven excellence.

Skills

B2B account management

Strategic planning

Negotiation

Retention strategy

Data-driven management

Team leadership

CRM proficiency

Understanding of ARR

Tools

Salesforce

Job description

Overview

Are you a strategic leader with a passion for driving operational excellence and delivering exceptional results in high-volume customer segments? This opportunity is for a Vice President, Core Accounts at Omdia, part of Informa TechTarget. As the VP of Core Accounts, you will lead the global Core Accounts function, overseeing a portfolio of ~1,000 accounts. Your mission is to maximize renewal efficiency, drive low-friction upsell growth, and maintain a strong foundational customer base. This role focuses on operational excellence, high renewal rates, and scalable growth through digitized, low-touch playbooks. You will own the strategy and execution for reducing the Cost of Service (COS) while improving upsell efficiency.

Responsibilities

• Renewal Strategy & Execution: Develop and optimize scalable, self-serve renewal strategies to achieve top-tier Gross Renewal Rates (GRR). Proactively identify and mitigate risks for accounts with low product adoption or engagement. Manage high-volume contract execution and negotiation with speed and consistency.
• Operational Efficiency & Digital Playbooks: Collaborate with platform, Customer Success, and Marketing teams to design and implement low-touch playbooks using digital tools and automation. Optimize technology stacks (CRM, marketing automation, Customer Success Platforms) to enhance efficiency and increase Account Manager capacity. Establish metrics and reporting to measure efficiency (e.g., revenue per Account Manager and time-to-renewal).
• Low-Touch Upsell & Expansion: Partner with Marketing and Product teams to create scalable upsell campaigns targeting the Core Account segment. Leverage data to identify quick-win upgrade opportunities requiring minimal sales intervention. Align incentive structures to balance high renewal rates with upsell efficiency.
• Team Leadership & Scaling: Lead and motivate a high-performing team focused on process-driven excellence and efficiency. Implement rigorous performance metrics, coaching routines, and development programs. Manage territory assignments and capacity planning to effectively cover the customer base.

Qualifications

• Expertise in enterprise B2B account management, ideally in technology, SaaS, or research industries.
• Strong strategic planning, negotiation, and commercial acumen for managing complex, multi-product relationships.
• Proven success in retention, upsell, and cross-sell strategy execution.
• Data-driven management with advanced CRM proficiency (Salesforce or equivalent) and analytical rigor.
• Exceptional team leadership, talent development, and coaching skills.
• Significant experience in B2B sales/account management, and leadership roles managing high-volume, low-touch customer segments or subscription/renewal teams.
• Deep understanding of recurring revenue models (ARR), retention best practices, and technology-driven engagement.
• Strong focus on P&L and Cost of Service reduction, with experience in high-volume contract negotiation.
• Expertise in CRM and Customer Success platforms to automate workflows and drive data-driven decisions.

About Informa TechTarget & Our Commitment

Informa TechTarget is an equal opportunity employer and complies with all applicable federal, state, and local fair employment practices laws. We provide reasonable adjustments or accommodations to assist participation in the hiring process and/or the advertised position upon request.

Benefits & Culture

• Great community and in-person/online social events, volunteer opportunities, and diversity and inclusion networks.
• Career development with bespoke training, mentoring platforms, and access to courses on LinkedIn Learning.
• Generous leave policies, private medical cover options, and flexible benefits.
• Employee ownership opportunities and wellbeing programs.
• International collaboration across teams, with opportunities to work from home or remotely when appropriate.