VP, Core Accounts

Are you a strategic leader with a passion for driving operational excellence and delivering exceptional results in high-volume customer segments? Do you thrive in a fast-paced, data-driven environment where efficiency and innovation are key? If so, we have an exciting opportunity for you to join our team as Vice President, Core Accounts at Omdia part of Informa TechTarget.

About the Role

As the VP of Core Accounts, you will lead our global Core Accounts function, overseeing a portfolio of ~1,000 accounts. Your mission will be to maximize renewal efficiency, drive low-friction upsell growth, and maintain a strong, foundational customer base. This role is pivotal in ensuring operational excellence, high renewal rates, and scalable growth through digitized, low-touch playbooks. You will own the strategy and execution for reducing the Cost of Service (COS) while improving upsell efficiency.

Key Responsibilities

Renewal Strategy & Execution

• Develop and optimize scalable, self-serve renewal strategies to achieve top-tier Gross Renewal Rates (GRR).
• Proactively identify and mitigate risks for accounts with low product adoption or engagement.
• Manage high-volume contract execution and negotiation with speed and consistency.

Operational Efficiency & Digital Playbooks

• Collaborate with platform, Customer Success, and Marketing teams to design and implement low-touch playbooks using digital tools and automation.
• Optimize the use of technology stacks (CRM, marketing automation, Customer Success Platforms) to enhance efficiency and increase Account Manager capacity.
• Establish metrics and reporting to measure efficiency, such as revenue per Account Manager and time-to-renewal.

Low-Touch Upsell & Expansion

• Partner with Marketing and Product teams to create scalable upsell campaigns targeting the Core Account segment.
• Leverage data to identify quick-win upgrade opportunities requiring minimal sales intervention.
• Align incentive structures to balance high renewal rates with upsell efficiency.

Team Leadership & Scaling

• Lead and motivate a high-performing team focused on process-driven excellence and efficiency.
• Implement rigorous performance metrics, coaching routines, and development programs.
• Manage territory assignments and capacity planning to effectively cover the customer base.

What We’re Looking For

Knowledge & Skills

• Expertise in enterprise B2B account management, ideally in technology, SaaS, or research industries.
• Strong strategic planning, negotiation, and commercial acumen for managing complex, multi-product relationships.
• Proven success in retention, upsell, and cross-sell strategy execution.
• Data-driven management with advanced CRM proficiency (Salesforce or equivalent) and analytical rigour.
• Exceptional team leadership, talent development, and coaching skills.

Experience & Qualifications

• Significant experience in B2B sales/account management, and leadership roles managing high-volume, low-touch customer segments or subscription/renewal teams.
• Deep understanding of recurring revenue models (ARR), retention best practices, and technology-driven engagement.
• Strong focus on P&L and Cost of Service reduction, with experience in high-volume contract negotiation.
• Expertise in CRM and Customer Success platforms to automate workflows and drive data-driven decisions.

What Success Looks Like

• Gross Renewal Rate (GRR): Achieving high and consistent renewal rates across the Core Account portfolio.
• Upsell Efficiency: Driving scalable, low-cost upsell execution within the existing customer base.
• Operational Maturity: Implementing digitized, efficient self-serve/renewal playbooks and processes.
• Team Performance: Building a high-performing, process-driven team that meets renewal and upsell efficiency targets.

We believe that great things happen when people connect face-to-face. That's why we work in-person with each other, or with customers and partners, three days a week or more. When you’re not spending time together in one of our offices or other workplaces – like at an Informa event – you get the flexibility and support to work from home or remotely.

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, colour, 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. If you would like to request reasonable adjustments or accommodations to assist your participation in the hiring process and, or in the advertised position, please inform the appropriate Talent Acquisition Partner for the role once they have been in touch. Your request will be reviewed and considered in confidence.

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:

• 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: 25 days annual leave, rising to 27 days after two years, plus a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year
• A flexible range of personal benefits to choose from, plus company funded private medical cover
• A ShareMatch scheme that allows you to become an Informa shareholder with free matching shares
• Strong wellbeing support through EAP assistance, mental health first aiders, a healthy living subsidy, access to health apps and more
• Recognition for great work, with global awards and kudos programmes
• As an international company, the chance to collaborate with teams around the world