Manager, Sales - Industry Dive

Manager, Sales - Industry Dive

This role is based in our Washington, DC office.

About Us

Industry Dive, now part of Informa TechTarget, is a leading B2B digital media company connecting brands to demand through an ROI-rich toolkit. With over 220 specialist B2B content brands across 30+ industry vertical publications, we deliver high-quality business journalism that helps busy executives stay informed about their industries. As part of the newly formed Informa TechTarget, we combine the power of Industry Dive's vertical expertise with TechTarget's intent data and demand generation capabilities to create the leading B2B growth accelerator for the technology industry.

Position Overview

We are seeking a Sales Manager to lead, coach, and develop our high-performing sales team. The ideal candidate will have a proven track record of driving revenue growth through effective team leadership, with experience in B2B digital media sales. This role focuses on coaching performance, developing talent, and implementing sales strategies that leverage our unique position in the B2B digital services market.

Key Responsibilities

Team Leadership & Development

• Coach, mentor, and develop a team of 5-8 reps (day 1 - year 3 in tenure) to consistently exceed revenue targets
• Active participation on client calls to help support our sellers from to move business down funnel
• Implement effective performance management systems that identify strengths and development areas of sales reps
• Conduct regular one-on-one coaching sessions focused on skill development and performance improvement
• Support the onboarding programs for new sales team members
• Foster a culture of continuous learning, accountability, and excellence

Sales Strategy & Execution

• Develop and implement data-driven sales strategies aligned with Informa TechTarget's business objectives
• Set goals around pipeline generation in order to achieve sales targets based on market analysis and team capabilities
• Monitor individual and team performance metrics, providing timely interventions when needed
• Lead regular sales meetings that inspire, educate, and motivate the team

Cross-Functional Collaboration

• Partner with content, marketing, and operations teams to ensure seamless client activations
• Work in lock step with our strategic support team to increase selling of content marketing products/strategy.
• Coordinate with operational teams to stay current on SLAs, best practices, capabilities and enhancements to products
• Contribute to revenue forecasting and business planning with senior management

Client Relationship Management

• Have a clear understanding of which accounts are your teams' most valuable, and the status of each of those clients at any given time.
• Guide the team in building and maintaining relationships with clients to increase spend across team portfolio
• Ensure the team delivers exceptional client service throughout the sales cycle
• Represent Industry Dive and Informa TechTarget at industry events and trade shows
• Resolve complex client issues with creative, win-win solutions

Market Intelligence & Innovation

• Analyze market trends, competitive landscape, and customer behavior to identify opportunities
• Stay current on B2B digital media innovations, particularly in content marketing and demand generation
• Identify and implement best practices in B2B sales methodologies
• Contribute to the development of new products and services based on client feedback
• Continuously refine sales approaches based on performance data and market changes

Qualifications

• 3+ years of B2B sales experience, with at least 1-2 years in a leadership role → if you don't meet these hard requirements, please still apply.
• Proven track record of coaching and developing high-performing sales teams
• Understanding/ appetite for learning about the B2B content marketing and demand generation landscape
• Experience selling sophisticated digital solutions to clients
• Strong analytical skills with the ability to use data to drive decision-making
• Excellent communication and presentation skills
• Bachelor's degree or equivalent experience
• 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 Information

Employee 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 : 15 days PTO rising to 20 after three years and 25 after six years, 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 $80,000 to $90,000 based on experience plus commissions. Candidates in this role can expect a total earning potential of $160,000, reflecting both the base compensation and performance-based incentives.

This posting will automatically expire on September 16, 2025.

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.