Global Head of Inside Sales - Renewals & Retention

Informa Group Plc.; Pennsylvania; On-site; USD 120,000 - 180,000; Full time

Job summary

Informa Group plc. is seeking an experienced Associate Director of Inside Sales to lead our global renewals and retention efforts for small accounts.

The role focuses on transitioning customers to protective subscription models, maximizing renewal rates, and driving growth across ebooks and journals. The successful candidate will manage a high‑performing inside sales team, collaborate with Customer Success, Product and Marketing, and optimize forecasting and CRM processes to sustain revenue and

Qualifications

• Extensive experience leading inside sales, renewals, and retention initiatives.
• Proven track record managing renewals in B2B or academic/publishing sectors.
• Experience driving growth in sub‑20k account segments.
• Experience transitioning customers to subscription or protective business models.

Responsibilities

• Develop and implement proactive renewal strategies to maximize renewal rates and minimize churn across ebooks and journals accounts.
• Lead the transition from traditional purchasing to protective subscription models with customer satisfaction in focus.
• Analyze renewal trends to identify at‑risk accounts and deploy targeted interventions.
• Establish and monitor KPIs such as renewal rates, retention, upsell/cross-sell, and CSAT.
• Collaborate with Customer Success, Product, and Marketing to enhance customer experience and drive product adoption.
• Lead and develop a high‑performing inside sales team focusing on renewals and retention.
• Forecast renewal revenue accurately and provide strategic insights to senior leadership.
• Maintain CRM data quality to track renewal status and pipeline health.

Skills

Inside sales leadership

Renewals

Account management

Customer success

Tools

CRM systems

Job description

Informa Group plc. is seeking an experienced Associate Director of Inside Sales to lead our global renewals and retention efforts for small accounts.

The role focuses on transitioning customers to protective subscription models, maximizing renewal rates, and driving growth across ebooks and journals. The successful candidate will manage a high‑performing inside sales team, collaborate with Customer Success, Product and Marketing, and optimize forecasting and CRM processes to sustain revenue and