Account Manager, Core Accounts

TechTarget, Inc.; Northern (KY); Hybrid; USD 90,000 - 130,000; Full time

Job summary

Informa TechTarget is seeking an experienced account management professional to own renewal conversations and drive commercial growth across the customer lifecycle.

You will manage contracts, identify renewal risks, and collaborate with Customer Success and overlay teams to maximize retention and expansion. Strong communication and negotiation skills are essential.

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 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.

Responsibilities

• Lead all commercial conversations from the midyear review through contract close.
• Manage the full 12-month customer lifecycle, taking ownership of milestones.
• Build and maintain pipeline coverage at a minimum of 3× quota target.
• Proactively identify renewal risk and implement mitigation strategies early.
• Negotiate, close, and grow existing contracts with focus on net revenue retention.

Skills

Negotiation

Account management

Communication

Tools

Salesforce

Job 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 the “next big things”. 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 we’re also part of Informa Plc, a global leader in business-to-business events, digital services, and academic research in the FTSE 100.

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.

Key Responsibilities

Renewal & CommercialGrowthExecution

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 andmaintainpipeline coverage at a minimum of 3× individual quota target, aiming to grow accounts to meet retention and growth sales quotas

Proactivelyidentifyrenewal 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 thekic-koffcall toestablishgoals and build trust from day one

Lead the midyear Executive Business Reviewtoreviewing progress against customer goals,demonstratingvalue, and beginning 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 functionson the complex needs and variety of sales opportunities in your book of business

Apply the company's Rules of Engagement todeterminewhen 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

Maintainaccurateand 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 performanceis 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

Pipelinemaintainedat 3Xquota coverage at all times

All accounts engaged within 30 days of assignment

Daily call targets met consistently

Quarterly cadence meetings in place acrossthe majority ofthe book

Accurate, current CRM data across the full book of business

Qualifications

Experience

2–5 years of experience in account management,sales, renewals,or a related commercial role

Demonstratedtrack recordof 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 atidentifyingexpansion 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 thinkerwho iscomfortable 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 withsales technologyplatforms (e.g.Gong, Outreach,Ebsta, ZoomInfo)

Prior exposure to media, research, data, or market intelligence products and services

Professional fluency in Spanish

Additional Information

All your information will be kept confidential according to EEO guidelines.

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