Senior Sales Manager - Industry Dive

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 world-shaping innovations. 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 also part of Informa PLC, a global leader in business-to-business events, digital services, and academic research in the FTSE 100.

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. Visit informatechtarget.com and follow us on LinkedIn.

For more information, visit informatechtarget.com and follow us on LinkedIn.

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 Dive's vertical expertise with TechTarget's 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.

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.
• Bachelor's 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.

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 it's 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 $120,000 to $150,000 based on experience plus commissions. Candidates in this role can expect a total earning potential of $200,000+, reflecting both the base compensation and performance-based incentives.

We're 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.

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