Account Manager Major Accounts

Informa TechTarget; Newton (MA); Hybrid; USD 100,000 - 140,000; Full time

Benefits offered by this job

Great community

Volunteer days

Career development

Open vacation & holidays

401k match & health benefits

Wellbeing support

Global awards & kudos

Collaboration with global teams

Job summary

Informa TechTarget is seeking a Major Account Manager to lead enterprise sales with Fortune 1000 technology clients. You will manage a portfolio of strategic accounts, leveraging our intent data, content, and demand solutions to influence B2B tech buyers.

Responsibilities include expanding existing relationships, identifying upsell opportunities, and building a 3-4x quota pipeline. Strong strategic and executive-level engagement across accounts is required.

Qualifications

• 3-5 years B2B sales experience in media, demand generation, and/or technology marketing solutions
• Proven success prospecting, expanding, and cross-selling within a territory
• Excellent communication, presentation, and relationship-building skills with marketing decision-makers
• Highly organized, self-motivated, able to manage multiple campaigns and stakeholders simultaneously
• Data-driven, comfortable using CRM tools and leveraging analytics platforms
• Willingness to learn, adopt AI tools, and continuously improve sales methods

Responsibilities

• Manage and develop relationships with existing enterprise accounts in assigned territory
• Conduct regular client reviews and strategy sessions to ensure satisfaction and alignment
• Identify upsell and cross-sell opportunities within current client base
• Generate net new revenue opportunities via owned outbound strategies or partnerships
• Deliver and articulate value propositions related to client goals and objectives
• Build and maintain a pipeline of 3-4x quota coverage
• Construct and present complex program recommendations across all sales funnel phases
• Interact with senior-level stakeholders across target accounts
• Represent Informa TechTarget at events and client meetings

Skills

B2B sales

Enterprise accounts

CRM proficiency

Prospecting

Negotiation

Communication

Relationship building

AI tools adoption

Tools

Salesforce

Outreach

Gong

Job description

Job Description

About the Role

Join Informa TechTarget's high-performing Enterprise sales team, where you'll partner with Fortune 1000 technology companies to drive their marketing and demand generation strategies. As a Major Account Manager, you'll manage a portfolio of strategic accounts, leveraging our industry-leading intent data, content creations, brand and demand solutions to help clients influence and engage B2B technology buyers.

Essential Job Functions

Account Management & Expansion

• Manage and develop relationships with existing clients in assigned territory of large, enterprise accounts
• Conduct regular client reviews and strategy sessions (alongside Customer Success Manager) to ensure satisfaction and alignment
• Identify upsell and cross-sell opportunities within current client base

New Business Development

• Generate net new revenue opportunities via owned outbound strategies and/or partnership with sales development counterparts
• Deliver and articulate Informa TechTarget's value proposition as it relates to prospect goals and objectives
• Build and maintain pipeline of 3-4x quota coverage

Strategic Engagement

• Construct and present complex program recommendations based on client objectives to deliver value across all phases of the sales funnel
• Interact face-to-face (where possible) with senior-level sales and marketing stakeholders across target prospect accounts
• Represent Informa TechTarget at industry events and client meetings

What Success Looks Like

• Achieve/exceed annual revenue targets
• Expand average account value through strategic upsell/cross-sell
• Build strong executive relationships with C-level and VP-level stakeholders

Qualifications:

Required Qualifications

• 3-5 years B2B sales experience in media, demand generation, and/or technology marketing solutions
• Proven success prospecting, expanding, and cross-selling within a territory
• Excellent communication, presentation, and relationship-building skills with marketing decision-makers
• Highly organized, self-motivated , and able to manage multiple campaigns and stakeholders simultaneously
• Data-driven , comfortable using CRM tools (Salesforce, Outreach, Gong) and leveraging intent and analytics platforms
• Willingness to learn , adopt AI tools, and continuously improve sales and productivity methods

Preferred Qualifications

• Experience selling marketing technology, intent data, or content syndication solutions
• Familiarity with B2B tech buyer journey and marketing funnel optimization
• Track record of managing accounts with $250K+ annual contract value
• Experience with ABM (Account-Based Marketing) strategies

Additional Information

This position offers $100,000+ base salary based on experience + commission.

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, color, 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.

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.

Our benefits include:

• Great community : a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active colleague groups and networks promoting a positive, supportive, and collaborative work environment
• Broader impact : take up to four days per year to volunteer with a philanthropic organization
• 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 : Open Vacation, plus 10 national holidays, and the chance to work from (almost!) anywhere for up to four weeks a year
• Competitive benefits, including a 401k match, health, vision and dental insurance, 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