VP, Key Accounts

This role is based in our Newton office

Lead the Key Accounts function responsible for maximizing revenue client satisfaction and long-term portfolio growth across Omdias high-potential customer segment (accounts between $100K and $500K ARR). This role is a player-coach hybrid driving strategic expansion within existing accounts while ensuring exceptional renewal rates. Oversee a dedicated account management team focusing on disciplined account planning relationship deepening cross-sell/upsell execution and value delivery to meet ambitious expansion and renewal targets.

Main Areas of Responsibility & Accountability

Team Leadership & Development

• Recruit lead coach and inspire a high-performing team of Account Managers to become experts in retention and growth.
• Instill a client-focused value-driven culture prioritizing disciplined account planning and execution.
• Personally manage a small number of strategic key accounts to maintain market expertise and showcase best practices (Player component).
• Set and monitor individual and team objectives driving consistent quota attainment across both expansion and renewal goals.

Strategic Account Planning & Execution

• Develop and drive unified growth-oriented account plans for the entire portfolio focusing on relationship mapping identifying expansion opportunities and increasing share-of-wallet.
• Ensure timely execution of renewal processes accelerating contract closing and de-risking high-value renewals.
• Implement playbooks and best practices for scaling account management across the 140-account portfolio.
• Conduct business reviews with senior client stakeholders to articulate value and secure long-term partnerships.

Operational Excellence & Forecasting

• Manage accurate reporting forecasting and pipeline health for both renewal and expansion activities ensuring data integrity for incentive management and risk assessment.
• Optimize processes & tool adoption (e.g. SFDC) to drive sales efficiency & standardized workflows across the Key Account team.
• Serve as the final escalation point for commercial issues negotiations and contract terms for the portfolio.

Cross-Functional Collaboration & GTM alignment

• Partner closely with Customer Success to drive product adoption usage and client health ensuring a smooth transition post-sale.
• Collaborate with Product Management to channel the voice of key accounts into product roadmaps and GTM messaging.
• Align with Marketing and Sales Enablement to launch targeted expansion campaigns and provide the team with necessary collateral and skills training.

Qualifications :

Knowledge & Skills

• Demonstrated expertise in enterprise B2B account management ideally in technology SaaS and research industries.
• Strategic planning negotiation and commercial acumen for complex multi-product multi-stakeholder relationships.
• Advanced relationship-building and executive engagement capability.
• Proven skills in retention upsell and cross-sell strategy execution.
• Data-driven management CRM proficiency (Salesforce or equivalent) and analytical rigor for forecasting reporting and process improvement.
• Team leadership talent development and coaching expertise.

Experience & Qualifications

• Experience: 10 years in B2B sales/account management with 5 years in leadership roles managing mid-market or key account teams in a technology SaaS or research-intensive sector.
• Expertise: Proven ability to execute a hybrid Player-Coach motionleading a team while maintaining personal accountability for top accounts or strategic initiatives.
• Commercial Acumen: Strategic planning negotiation and contract execution skills for complex multi-stakeholder deals.
• Management: Demonstrated success in team coaching talent development and driving performance using data-driven methodologies.
• Technology: Proficiency in CRM systems (e.g. Salesforce) and sales analytics for pipeline management and forecasting

Additional Information :

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. Thats why we work in-person with each other or with customers and partners three days a week or more. When youre 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 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 its time for the next step we encourage and support internal job moves
• Time out: 15 days PTO rising to 20 after three years and 25 after six years plus 10 national holidays a birthday leave day 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

• The pay range for this role isplus commission
• This posting will expire on 2/20

Remote Work :

No

Employment Type :

Full-time