This role is based in our 240 Blackfriars office.

Role Purpose: Lead go-to-market orchestration across Marketing, Sales Enablement, SDRs, and Account Executives to drive new logo acquisition and expand into new personas within existing enterprise accounts. Execute comprehensive strategies to systematically win new customers and penetrate untapped segments while building a high-performing, revenue-generating team.

GTM Strategy & Execution

• Design integrated go-to-market motions unifying demand generation, sales enablement, and field sales activities
• Create coordinated plays for product launches, market expansion, and competitive displacement
• Own complete new customer acquisition process from target identification through closing, focusing on $100K+ opportunities

Team Leadership

• Build and scale high-performing new business teams including SDRs, Account Executives, and Sales Enablement coordinators
• Implement player-coach model while developing team capabilities and structured career paths
• Drive individual and team quota achievement through coaching and performance management

Cross-Functional Collaboration & Market Intelligence

• Partner with Marketing, Sales Enablement, Product Management, and Customer Success teams
• Identify new persona segments and untapped market opportunities through competitive analysis and market research
• Create repeatable, scalable processes and playbooks for global implementation

Key Deliverables:

• New logo acquisitions and market penetration growth
• High-performing teams with consistent quota attainment
• Orchestrated GTM campaigns and qualified pipeline generation
• Strategic market intelligence and scalable acquisition processes

Success Metrics:

• New logo acquisition targets and ACV growth achievement
• Team quota attainment and pipeline quality metrics
• Market penetration in technology vendor segments
• Cross-functional GTM effectiveness and team development outcomes
• Process scalability across global regions

Qualifications

Required Experience:

• Extensive B2B sales/business development experience in technology/research industry
• Proven sales team leadership with demonstrated quota achievement and team development success
• Strong track record of net-new customer acquisition with $100K+ deals
• Experience orchestrating cross-functional GTM initiatives across global markets

Skills & Experience:

• Market Research industry expertise with deep understanding of quantitative & qualitative research products
• Advanced sales methodology proficiency and complex B2B sales cycle experience
• CRM expertise (Salesforce), sales analytics, and modern sales technology stack knowledge
• Strong strategic planning, data analysis, and cross-functional project management capabilities

We believe that great things happen when people connect face-to-face. That's why we work in-person with each other, or with customers and partners, three days a week or more. When you’re not spending time together in one of our offices or other workplaces – like at an Informa event – you get the flexibility and support to work from home or remotely.

TechTarget, Inc., doing business as Informa TechTarget, including its subsidiaries is an equal opportunity employer and complies with all applicable federal, state, and local fair employment practices laws. We strictly prohibit and do not tolerate discrimination against employees, applicants, or any other covered persons because of race, colour, sex (including pregnancy), age, national origin or ancestry, ethnicity, religion, creed, sexual orientation, gender identity or expression, status as a veteran, and basis of disability or any other federal, state or local protected class. This policy applies to all terms and conditions of employment, including, but not limited to, hiring, training, promotion, discipline, compensation, benefits, and termination of employment. If you would like to request reasonable adjustments or accommodations to assist your participation in the hiring process and, or in the advertised position, please inform the appropriate Talent Acquisition Partner for the role once they have been in touch. Your request will be reviewed and considered in confidence.

Informa TechTarget complies with the Americans with Disabilities Act (ADA), as amended by the ADA Amendments Act, and all applicable federal, state or local law.

Our benefits include:

• Great community: a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active diversity and inclusion networks
• 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: 25 days annual leave, rising to 27 days after two years, plus a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year
• A flexible range of personal benefits to choose from, plus company funded private medical cover
• A ShareMatch scheme that allows you to become an Informa shareholder with free matching shares
• Strong wellbeing support through EAP assistance, mental health first aiders, a healthy living subsidy, access to health apps and more
• Recognition for great work, with global awards and kudos programmes
• As an international company, the chance to collaborate with teams around the world