VP Key Accounts

Job Description

This role is based in our Newton office

Lead the Key Accounts function, responsible for maximizing revenue, client satisfaction, and long-term portfolio growth across Omdia’s high-potential customer segment (accounts between $100K and $500K ARR). This role is a player-coach hybrid, driving strategic expansion within existing accounts while ensuring exceptional renewal rates. Oversee a dedicated account management team, focusing on disciplined account planning, relationship deepening, cross-sell/upsell execution, and value delivery to meet ambitious expansion and renewal targets.

• Recruit, lead, coach, and inspire a high-performing team of Account Managers to become experts in retention and growth.
• Instill a client-focused, value-driven culture, prioritizing disciplined account planning and execution.
• Personally manage a small number of strategic key accounts to maintain market expertise and showcase best practices (Player component).
• Set and monitor individual and team objectives, driving consistent quota attainment across both expansion and renewal goals.

• Develop and drive unified, growth-oriented account plans for the entire portfolio, focusing on relationship mapping, identifying expansion opportunities, and increasing share-of-wallet.
liEnsure timely execution of renewal processes, accelerating contract closing, and de-risking high-value renewals.
• Implement playbooks and best practices for scaling account management across the 140-account portfolio.
• Conduct business reviews with senior client stakeholders to articulate value and secure long-term partnerships.

• Manage accurate reporting, forecasting, and pipeline health for both renewal and expansion activities, ensuring data integrity for incentive management and risk assessment.
• Optimize processes & tool adoption (e.g., SFDC) to drive sales efficiency & standardized workflows across the Key Account team.
• Serve as the final escalation point for commercial issues, negotiations, and contract terms for the portfolio.

• Partner closely with Customer Success to drive product adoption, usage, and client health, ensuring a smooth transition post-sale.
• Collaborate with Product Management to channel the voice of key accounts into product roadmaps and GTM messaging.
• Align with Marketing and Sales Enablement to launch targeted expansion campaigns and provide the team with necessary collateral and skills training.

• Demonstrated expertise in enterprise B2B account management, ideally in technology, SaaS, and research industries.
• Strategic planning, negotiation, and commercial acumen for complex, multi-product, multi-stakeholder relationships.
• Advanced relationship-building and executive engagement capability.
• Proven skills in retention, upsell, and cross-sell strategy execution.
• Data-driven management, CRM proficiency (Salesforce or equivalent), and analytical rigor for forecasting, reporting, and process improvement.
• Team leadership, talent development, and coaching expertise.

• Experience:
  
  10+ years in B2B sales/account management with 5+ years in leadership roles managing mid-market or key account teams in a technology, SaaS, or research-intensive sector.
• Expertise:
  Proven ability to execute a hybrid "Player-Coach" motion—leading a team while maintaining personal accountability for top accounts or strategic initiatives.
• Commercial Acumen:
  Strategic planning, negotiation, and contract execution skills for complex, multi-stakeholder deals.
• Management:
  Demonstrated success in team coaching, talent development, and driving performance using data-driven methodologies.
• Technology:
  Proficiency in CRM systems (e.g., Salesforce) and sales analytics for pipeline management and forecasting

Tech Target, Inc., doing business as Informa Tech Target, including its subsidiaries is an equal opportunity employer and complies with all applicable federal, state, and local fair employment practices laws. We…