Director of Sales, Portfolio Accounts

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.

About Informa TechTarget

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.

Visitinformatechtarget.comand follow us onLinkedIn.

About the Portfolio Team

Our Portfolio Accounts team is a dynamic group of multifaceted sales professional who are passionate about driving revenue growth and building strong customer relationships with Informa TechTarget's largest and most dynamic clients. We collaborate closely with internal market, regional, and content experts to develop innovative solutions that meet our customers' needs. Our culture is fast-paced, results-driven, and highly supportive, where every team member has an opportunity to contribute, grow, and lead. If you thrive in an environment that values creativity, strategic thinking, and teamwork, you'll fit right in with us.

Job Summary:

We are seeking a highly adaptable and strategic Director of Sales to lead a dynamic team comprised of both seasoned Strategic Directors and developing Account Managers. This role is crucial for driving significant revenue growth across our diverse product lines within our most valuable client accounts. The ideal candidate will possess a proven track record of exceeding sales targets, fostering deep client relationships, orchestrating seamless collaboration across numerous internal teams, and effectively coaching and mentoring individuals at various stages of their sales careers. The Director of Sales will report into the SVP of Portfolio Accounts.

Responsibilities:

• Strategic Leadership & Multi-Product Expertise: Together with the Strategic Director of each Pod, develop and execute comprehensive sales strategies that maximize revenue opportunities across our full suite of product offerings within Portfolio accounts.

• Team Management & Differentiated Coaching: Mentor and lead a diverse team of Strategic Directors and Account Managers, providing tailored coaching and development plans to address their varying experience levels and skill sets.

• Complex Account Planning & Execution: Together with the Strategic Director of each Pod, drive the creation and execution of detailed strategic account plans, considering the diverse needs of clients and aligning our multi-product solutions to their business objectives.

• Extensive Cross-Functional Collaboration: Act as a central point of coordination, working closely with product management, marketing, customer success, operations, legal, and finance teams to ensure seamless pre- and post-sales support and delivery.

• Relationship Management & Advocacy: Together with the Strategic Director of each Pod, build and nurture strong, trusted advisor relationships with key decision-makers at strategic accounts, advocating for their needs within our organization.

• Sales Process Optimization & Multi-Product Integration: Continuously refine sales processes to enhance efficiency and effectiveness, with a focus on integrating our diverse product lines into cohesive client solutions.

• Pipeline Management & Forecasting: Accurately forecast revenue across multiple product lines and manage the sales pipeline, providing transparent and insightful reports to executive leadership of the Revenue Office.

• Market Analysis & Competitive Intelligence: Stay informed on industry trends, competitive landscapes, and market dynamics across all product lines, identifying opportunities for growth and innovation.

• Negotiation & Complex Deal Closure: Together with the Strategic Director of each Pod, lead complex negotiations and contract closures, ensuring alignment with client needs and internal stakeholders across all product areas.

• Post-Sale Relationship & Expansion: Support the Pod to ensure smooth handoffs to customer success and other post-sales teams, collaborating on expansion opportunities and ensuring long term customer satisfaction across all product lines.

• Career Development & Performance Management: Implement performance management strategies that support the growth and development of team members at all career levels, providing regular feedback and guidance.

• Experience in enterprise sales, with a proven track record of exceeding revenue targets in complex, multi-product environments, including managing and leading high-performing sales teams across varying levels of experience.

• Strong understanding of strategic account management principles and practices, particularly in multi-product sales.

• Exceptional communication, presentation, and negotiation skills, with the ability to articulate complex multi-product solutions.

• Proven ability to build and maintain strong relationships with senior-level executives across various industries.

• Demonstrated success in developing and executing complex sales strategies that integrate multiple product lines.

• Strong analytical and problem-solving skills, with the ability to navigate complex sales cycles.

• Proficiency in CRM software (Salesforce) and sales enablement tools (Outreach, LinkedIn Navigator).

• Ability to thrive in a fast-paced, dynamic environment and manage multiple priorities.

• Experience leading sales teams that collaborate with operations, product, and customer success teams is required.

• Proven ability to provide differentiated coaching and mentorship to sales professionals at all career levels

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. 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.

Our benefits include:

• Freedom & flexibility: colleagues rate us highly for the flexibility and trust they receive, and we support a range of working patterns
• Great community: a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active diversity and inclusion networks
• 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 it's 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, 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 $90,000 - $100,000 plus commission

This posting will expire on 5/30