Senior Sales Manager - Industry Dive

About the role

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 Senior Sales Manager to lead, coach, and develop a team of senior-level sellers while driving revenue growth through strategic leadership and execution. The ideal candidate will have a proven track record of managing high-performing teams, advising on complex, multipronged $500K+ deals, and shaping long-term consultative partnerships. This role focuses on strategic account growth, cross-functional collaboration, and leveraging market insights to drive business outcomes.

Responsibilities

• Team Leadership & Development
• Proactively identify skill gaps in senior sellers before they affect performance and develop tailored coaching plans.
• Mentor and develop top-performing reps to think strategically, not just tactically, and to execute on long-term account growth plans.
• Foster a culture of ownership, transparency, and high performance by driving process, activity, and goal alignment.
• Provide consistent, effective coaching focused on deal execution, skill-building, and strategic thinking.
• Lead through change with calm and clarity, helping the team stay aligned and productive during periods of uncertainty or organizational transition.
• Sales Strategy & Execution
• Shape strategic account growth plans across multiple quarters, identifying whitespace opportunities, cross-divisional opportunities, and integrated campaign recommendations.
• Apply commercial strategy thinking to optimize margin, pricing, and deal design, while providing input to leadership on monetization strategies.
• Advise on complex, multipronged $500K+ deals, ensuring optimal deal structure, profitability, and alignment with client business goals.
• Leverage external market signals to identify new business opportunities and refine sales strategies.
• Monitor individual and team performance metrics, providing timely interventions and feedback to ensure consistent overachievement.
• Cross-Functional Collaboration
• Partner with cross-functional leaders to co-create new offerings, remove roadblocks, and build scalable cross-team solutions.
• Collaborate with content, marketing, and operations teams to ensure seamless client activations and alignment with SLAs and best practices.
• Represent the sales perspective in cross-department planning and leadership forums, contributing to company-wide process improvements.
• Identify and codify best practices to improve sales systems, forecasting, and workflow efficiency.
• Client Relationship Management
• Guide the team in building and maintaining consultative, long-term partnerships tied to client business goals.
• Ensure the team delivers exceptional client service throughout the sales cycle, driving larger, strategic, multi-product deals.
• Represent Industry Dive and Informa TechTarget at industry events and trade shows, positioning the company as a trusted advisor.
• Resolve complex client issues with creative, win-win solutions that strengthen relationships and drive retention.
• Market Intelligence & Innovation
• Stay current on B2B digital media innovations, particularly in content marketing and demand generation, and bring industry insights to the team.
• Analyze market trends, competitive landscape, and customer behavior to identify opportunities and refine sales approaches.
• Contribute to the development of new products and services based on client feedback and market needs.
• Anticipate operational or market needs and proactively develop solutions or pilot new initiatives.
• Required
• 8+ years of B2B sales experience, with at least 3-5 years in a leadership role managing senior-level sellers.
• Proven track record of coaching and developing high-performing sales teams.
• Experience advising on complex, multipronged $500K+ deals and shaping consultative partnerships.
• Strong analytical skills with the ability to use data to drive decision-making and predictive forecasting.
• Excellent communication and executive-level presentation skills.
• Bachelor's degree or equivalent experience.
• Preferred
• 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.
• All your information will be kept confidential according to EEO guide
• Employee ex

Benefits

Additional Information

This role is based in our 1100 15th St NW, Washington, DC 20005, USA office.

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