Vice President Core Accounts

Informa Plc; Greater London; Hybrid; GBP 100,000 - 140,000; Full time

Job summary

A leading global B2B technology company is seeking a Vice President of Core Accounts to oversee a portfolio of approximately 1,000 accounts. The role demands a strategic leader who excels in operational excellence and customer retention. Key responsibilities include developing renewal strategies, optimizing operations through digital tools, and leading a high-performing team. The ideal candidate has deep expertise in B2B account management within technology industries, and is adept at driving scalability and efficiency. This position offers an excellent opportunity to impact the company's growth trajectory.

Benefits

25 days annual leave plus extra days after two years

Flexible range of personal benefits

Company funded private medical cover

Opportunity for internal job moves

Wellbeing support programs

Qualifications

• Significant experience in B2B sales/account management.
• Understanding of recurring revenue models and retention best practices.
• Expertise in automating workflows and data-driven decisions.

Responsibilities

• Develop scalable renewal strategies for a portfolio of around 1,000 accounts.
• Collaborate with teams to implement low-touch digital playbooks.
• Lead a high-performing team focused on operational excellence.

Skills

Enterprise B2B account management expertise

Strategic planning

Negotiation skills

Commercial acumen

Data-driven management

Team leadership

Tools

Salesforce

CRM tools

Job description

Overview

Company Description

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 100who are #3 in Glassdoor\'s Best Places to Work 2025 UK list.

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

Job Description

Are you a strategic leader with a passion for driving operational excellence and delivering exceptional results in high-volume customer segments? Do you thrive in a fast-paced, data-driven environment where efficiency and innovation are key? If so, we have an exciting opportunity for you to join our team as Vice President, Core Accounts at Omdia part of Informa TechTarget.

About the Role

As the VP of Core Accounts, you will lead our global Core Accounts function, overseeing a portfolio of ~1,000 accounts. Your mission will be to maximize renewal efficiency, drive low-friction upsell growth, and maintain a strong, foundational customer base. This role is pivotal in ensuring 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.

Key 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 the use of technology stacks (CRM, marketing automation, Customer Success Platforms) to enhance efficiency and increase Account Manager capacity.
• Establish metrics and reporting to measure efficiency, such as 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

What We’re Looking For

Knowledge & Skills

• 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 rigour.
• Exceptional team leadership, talent development, and coaching skills.

Experience & Qualifications

• 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.

What Success Looks Like

• Gross Renewal Rate (GRR): Achieving high and consistent renewal rates across the Core Account portfolio.
• Upsell Efficiency: Driving scalable, low-cost upsell execution within the existing customer base.
• Operational Maturity: Implementing digitized, efficient self-serve/renewal playbooks and processes.
• Team Performance: Building a high-performing, process-driven team that meets renewal and upsell efficiency targets.

Additional Information

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.

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 accommodationsto 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.

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
• Personal benefits: a flexible range of personal benefits to choose from, plus company funded private medical cover
• ShareMatch: a scheme that allows you to become an Informa shareholder with free matching shares
• Wellbeing support: strong wellbeing support through EAP assistance, mental health first aiders, a healthy living subsidy, access to health apps and more
• Recognition: global awards and kudos programmes
• Global collaboration: as an international company, the chance to collaborate with teams around the world