Senior Sales Manager Industry Dive

This role is based in our 1100 15th St NW Washington DC 20005 USA office.

About Us

Industry Dive now part of Informa TechTarget is a leading B2B digital media company connecting brands to demand through an ROI-rich toolkit. With over 220 specialist B2B content brands across 30 industry vertical publications we deliver high-quality business journalism that helps busy executives stay informed about their industries. As part of the newly formed Informa TechTarget we combine the power of Industry Dives vertical expertise with TechTargets intent data and demand generation capabilities to create the leading B2B growth accelerator for the technology industry.

Position Overview

We are seeking a Senior Sales Manager to lead coach and develop a team of senior-level sellers while driving revenue growth through strategic leadership and execution. The ideal candidate will have a proven track record of managing high-performing teams advising on complex multipronged $500K deals and shaping long-term consultative partnerships. This role focuses on strategic account growth cross-functional collaboration and leveraging market insights to drive business outcomes.

Key Responsibilities

Team Leadership & Development

• Proactively identify skill gaps in senior sellers before they affect performance and develop tailored coaching plans.
• Mentor and develop top-performing reps to think strategically not just tactically and to execute on long-term account growth plans.
• Foster a culture of ownership transparency and high performance by driving process activity and goal alignment.
• Provide consistent effective coaching focused on deal execution skill-building and strategic thinking.
• Lead through change with calm and clarity helping the team stay aligned and productive during periods of uncertainty or organizational transition.

Sales Strategy & Execution

• Shape strategic account growth plans across multiple quarters identifying whitespace opportunities cross-divisional opportunities and integrated campaign recommendations.
• Apply commercial strategy thinking to optimize margin pricing and deal design while providing input to leadership on monetization strategies.
• Advise on complex multipronged $500K deals ensuring optimal deal structure profitability and alignment with client business goals.
• Leverage external market signals to identify new business opportunities and refine sales strategies.
• Monitor individual and team performance metrics providing timely interventions and feedback to ensure consistent overachievement.

Cross-Functional Collaboration

• Partner with cross-functional leaders to co-create new offerings remove roadblocks and build scalable cross-team solutions.
• Collaborate with content marketing and operations teams to ensure seamless client activations and alignment with SLAs and best practices.
• Represent the sales perspective in cross-department planning and leadership forums contributing to company-wide process improvements.
• Identify and codify best practices to improve sales systems forecasting and workflow efficiency.

Client Relationship Management

• Guide the team in building and maintaining consultative long-term partnerships tied to client business goals.
• Ensure the team delivers exceptional client service throughout the sales cycle driving larger strategic multi-product deals.
• Represent Industry Dive and Informa TechTarget at industry events and trade shows positioning the company as a trusted advisor.
• Resolve complex client issues with creative win-win solutions that strengthen relationships and drive retention.

Market Intelligence & Innovation

• Stay current on B2B digital media innovations particularly in content marketing and demand generation and bring industry insights to the team.
• Analyze market trends competitive landscape and customer behavior to identify opportunities and refine sales approaches.
• Contribute to the development of new products and services based on client feedback and market needs.
• Anticipate operational or market needs and proactively develop solutions or pilot new initiatives.

Qualifications :

Required

• 8 years of B2B sales experience with at least 3-5 years in a leadership role managing senior-level sellers.
• Proven track record of coaching and developing high-performing sales teams.
• Experience advising on complex multipronged $500K deals and shaping consultative partnerships.
• Strong analytical skills with the ability to use data to drive decision-making and predictive forecasting.
• Excellent communication and executive-level presentation skills.
• Bachelors degree or equivalent experience.

Preferred

• Experience in vertical B2B media particularly in technology or adjacent industries.
• Familiarity with content marketing strategies and measurement.
• Experience with CRM systems and sales enablement technologies.
• History of successfully integrating teams during organizational changes.

Additional Information :

All your information will be kept confidential according to EEO guide

Employee experience is very important to us at Informa TechTarget. On top of joining a supportive diverse and ambitious team that welcomes all types of candidates we are also flexible with different working patterns and prioritize promotions internally.

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: Open PTO 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 salary range for this role is $120000 to $150000 based on experience plus commissions. Candidates in this role can expect a total earning potential of $200000 reflecting both the base compensation and performance-based incentives.

Were not solely focused on a checklist of skills. We champion energy and ambition and look for colleagues who will roll their sleeves up join in and help make things happen. If it sounds like a match and you have most although not all of the skills and experience listed we welcome your application.

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Equal Opportunity Employer

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.

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.

lines.

Remote Work :

No

Employment Type :

Full-time