Job DescriptionThis role is based in our 1100 15th St NW, Washington, DC 20005, USA office.Position OverviewWe 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 ResponsibilitiesTeam 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.
QualificationsRequired- 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.
Additional InformationEmployee 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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