3+ years in B2B account management or consultative sales, focusing on retention and growth.
Proven ability to manage a portfolio against renewal and growth targets.
Strong discovery and active-listening skills for identifying new opportunities.
Ability to simplify complex information into commercially relevant dialogue.
Strong planning and prioritization abilities for a diverse range of accounts.
Experience working with CRM systems and maintaining accurate account data.
Collaborative mindset with the ability to engage internal experts as needed.
Responsibilities
Own and grow a defined portfolio of member accounts with a focus on renewal and expansion.
Identify upsell and cross-sell opportunities by mapping member priorities and stakeholders.
Develop and execute strategic account plans linked to renewal and growth objectives.
Proactively lead renewal conversations ahead of contract cycles to minimize churn.
Maintain a disciplined approach to member outreach and account reviews.
Translate member needs into actionable steps and connect them to internal resources.
Ensure accurate reporting of account activity and forecasts in the CRM.
Benefits
Flexible remote work arrangement with access to offices in London and Toronto.
Monthly in-person training sessions in Toronto and London for continued learning.
Collaboration opportunities with an engaged team to share ideas and build relationships.
Emphasis on personal interviews, avoiding AI or automated screening, for a genuine candidate experience.
Full Job Description
Own the Relationship. Drive the Growth.
About the Role
The Account Director owns a portfolio of existing Info-Tech Research Group member accounts and is accountable for one thing above all: growing the value of that portfolio through renewal, upsell, and cross-sell. You are not prospecting cold; you are deepening relationships with leaders who already trust Info-Tech, uncovering where our research, diagnostics, advisory services, software, and experts can solve their next problem.
This is a consultative, commercially minded account management role. You will retain more than 85% of your portfolio and grow it to 120% of prior-year contract value by understanding each member's priorities deeply enough to know what they need before they ask.
What You Will Do
Own and grow your portfolio. Manage a defined book of existing member accounts with a relentless focus on renewal and expansion.
Find the next right offer. Continuously map each member's priorities and stakeholders to identify concrete cross-sell and upsell opportunities across our research, diagnostics, advisory, and software offerings.
Build account plans that convert. Develop and execute strategic account plans that tie member engagement directly to renewal and growth targets.
Lead the renewal conversation early. Get ahead of contract cycles, surface risk before it becomes churn, and build the business case for expansion well before the renewal date.
Run a disciplined member cadence. Maintain a consistent rhythm of proactive outreach, account reviews, and follow-up across your portfolio.
Connect members to real expertise. Translate complex member needs into clear next steps and route them to the right internal resource or subject-matter expert.
Keep the data honest. Maintain accurate, current account, activity, pipeline, and forecast information in the CRM; your numbers should tell the true story of your portfolio.
Work the goals, not just the activity. Track progress against retention, growth, and activity targets, and apply coaching and feedback to keep improving.
What You Bring
Three or more years of B2B account management, client success, relationship management, or consultative sales experience, with a track record of retaining and growing client relationships.
Experience owning a portfolio, territory, or book of business against clear renewal and growth targets.
Strong discovery and active-listening skills: you ask the questions that surface the next opportunity, not just the ones that confirm satisfaction.
The ability to translate complex information into a clear, commercially relevant conversation.
Strong planning, prioritization, and follow-through across a varied and competing set of accounts.
Comfort working in a CRM and keeping account information accurate and current.
A collaborative approach and the judgment to bring in internal experts when it will move the account forward.
Post-secondary education or an equivalent combination of relevant education and experience.
How You Will Succeed
You build trust through curiosity, responsiveness, and reliable follow-through.
You balance genuine client-service instincts with commercial awareness: you see growth opportunities without ever feeling transactional.
You turn member feedback and business needs into clear, actionable next steps.
You manage your time independently and stay focused across a varied portfolio.
You take ownership of your goals, monitor your own progress, and raise risks early rather than let them surface at renewal.
You stay open to coaching and feedback, and you keep developing.
You bring sound judgment, resilience, and a solutions-first mindset to every conversation.
A Remote Role That Keeps You Connected
This particular role can be performed remotely from within Canada. Remote does not mean working alone. You will be part of an engaged sales team with regular opportunities to collaborate, learn, share ideas, and connect with colleagues and leaders across the business.
For employees who enjoy an office environment or want occasional in-person connection, our London and Toronto offices are available as an optional place to work. You can benefit from the flexibility of remote work while still having access to the energy, relationships, and resources of an office when it works for you.
We hold company-wide in-person training once a month in Toronto and London, and employees located within 120 km of either office are expected to attend in person.
Our Interview Process
From initial screening through to the final round, every interview is conducted by a member of our Talent Acquisition or leadership team. You can engage in genuine conversation, ask questions, and learn about the role, team, and Info-Tech Research Group.
We do not use AI interviewers or automated screening bots to conduct interviews. We believe hiring is personal, and every candidate deserves the opportunity to connect directly with the people they may ultimately work with.
Ready to Grow What's Already Working?
If you want a role where success is measured in renewed and expanded relationships, not cold pipeline, and where coaching, structure, and real career growth come standard, we would like to hear from you. Apply to join Info-Tech Research Group and take ownership of a portfolio built to grow.
