Key Account Manager, Lions Intelligence

6 days ago Be among the first 25 applicants

Informa Festivals marks an exciting new chapter in B2B events, bringing some of the world's most influential creative, technology and business festivals together. We’re combining prestigious events like Cannes Lions, Black Hat, Money
20/20, GDC, and London Tech Week with cutting-edge marketing intelligence platforms and advisory services to deliver unmissable experiences and insights.

Our festival-led approach reimagines traditional B2B events, creating powerful, immersive experiences that drive innovation and industry advancement. Building on decades of expertise and powered by Informa's international reach, we're shaping the next generation of business festivals.

We’re part of Informa, a global business with a network of trusted brands in specialist markets across more than 30 countries, and a member of the FTSE 100 who are #3 in Glassdoor's Best Places to Work 2025 UK list.

This role is based in our 5 Howick Place office.

Reporting into the Global Head of Key Accounts, the new Key Account Manager will take responsibility for growing billings and revenue from a defined group of LIONS Intelligence clients by developing strong relationships and a deeper understanding of their business’s needs, structures and processes.

You will work closely with your clients, gaining a deep understanding of their challenges and turning that knowledge into commercial growth conversations across the spectrum of LIONS Intelligence products – currently WARC, The Work, Contagious IQ and Effie.

Through these deep relationships, you may also become aware of opportunities for other areas of the LIONS business – events, delegates, advisory, learning. The key accounts team are expected to identify opportunities where they exist and pass those leads and connections over to the correct team, offering support if needed.

However, for clarity, the key responsibility for the key accounts team is driving growth from LIONS Intelligence subscription products.

The key accounts team may work closely with other areas of the commercial function – customer success, new business and account development – potentially collaborating on deals where multiple people are involved and credit shared among a group.

• Meet/exceed own annual value and volume renewal rate & upsell targets – growing the overall spend of your portfolio at greater rates than is achieved by the wider account development team in their portfolios
• Meet/exceed monthly KPI targets
• Looking after our key brand clients, understanding their pain points and challenges, and consulting them on solutions that drive growth and customer retention
• Accurate and continuous forecasting of renewal conversation outcomes throughout their lifetime as clients
• Create an annual business plan to identify risk & growth opportunities as well as forecast & plan for over achievement of targets. Review on a monthly basis
• Work collaboratively with the Customer Success team to identify renewals at risk and propose, manage and execute a plan devised to reduce risk and increase likelihood of renewal
• Maintain a strong relationship with key stakeholders so that you are clear on their challenges and can pinpoint exactly where the LIONS Intelligence service adds value for their business
• Build terrain maps and strategic plans for each of your clients to generate a consistent pipeline that grows your account base
• Work to understand reasons behind non‑renewal and implement win‑back strategy

• Have strong commercial acumen
• Be aware and comfortable working to financial targets
• Upsell & cross‑sell to ensure you achieve & overachieve on targets
• Be knowledgeable about:
  • LIONS Intelligence products – WARC, The Work, Contagious IQ
  • Our range of products and services
  • Extensive experience selling to brands and their sales cycles
• Be a strong team player
• Partner with the Customer Success team(s) and teams across the business to collaborate on account plans for all key/growth accounts
• Maintain a solutions‑oriented, pro‑active work style to advance towards goals
• Previous experience in a B2B client‑facing role and/or working with a brand owner (5+ years)
• Ability to…