Account Manager, Core Accounts at Informa TechTarget — NeverHard

Job Description The Account Manager, Core Accounts is responsible for the commercial health and strategic growth of an assigned book of business within our long-tail customer segment. This is a retention and growth role, with commercial focus to renew, protect, and expand existing customer relationships. This role operates within a scaled, high-volume model. Account Managers are expected to manage a book of 80 or more accounts and apply systematic, tools-driven approaches to prioritisation and customer engagement. Success in this role requires the ability to see patterns across a portfolio, operate from a structured playbook, and allocate time and energy to the accounts and activities most likely to drive commercial outcomes. The Account Manager is the primary commercial owner of the customer relationship from kickoff through renewal. They partner closely with Customer Success, overlay sales teams, and new business sales functions on the account. KEY RESPONSIBILITIES Renewal & Commercial Growth Execution Lead all commercial conversations from the midyear review through contract close Manage the full 12-month customer lifecycle, taking ownership of each defined milestone Build and maintain pipeline coverage at a minimum of 3× individual quota target, aiming to grow accounts to meet retention and growth sales quotas Proactively identify renewal risk and implement mitigation strategies early in the customer lifecycle Negotiate, close, and grow existing contracts, with a focus on net revenue retention and expansion Customer Lifecycle Ownership Partner with Customer Success on the kic-koff call to establish goals and build trust from day one Lead the midyear Executive Business Review to reviewing progress against customer goals, demonstrating value, and beginning renewal priming Own the back half of the customer journey (months 7–12) with a focus on commercial outcomes, negotiation, and contract closure Maintain a proactive 30-day engagement rhythm between all formal lifecycle milestones Cross-Functional Partnership Work in close partnership with Customer Success, overlay sales teams, and new business functions on the complex needs and variety of sales opportunities in your book of business Apply the company's Rules of Engagement to determine when to lead, when to partner, and when to hand off, including qualifying opportunities for overlay programmes Avoid over-owning deals or motions that fall outside the core AM mandate; recognise when another function should lead CRM & Operational Hygiene Maintain accurate and up-to-date CRM records for all accounts, interactions, and pipeline Use available tooling and reporting to surface prioritisation signals and guide daily focus Operate from the team's defined playbooks and processes rather than relying on individual judgement alone WHAT SUCCESS LOOKS LIKE In this role, strong performance is defined by both commercial outcomes and the behaviours that drive them. The following are the primary indicators of success in the first 90 days and on an ongoing basis: Renewal rate at or above team target Net Revenue Retention (NRR) meeting or exceeding individual quota Pipeline maintained at 3X quota coverage at all times All accounts engaged within 30 days of assignment Daily call targets met consistently Quarterly cadence meetings in place across the majority of the book Accurate, current CRM data across the full book of business