Account Director

The Account Director, UK for the EMEA Enterprise Team is a senior commercial role responsible for owning and expanding strategic enterprise technology accounts across EMEA. You will sell Informa TechTarget’s Enterprise Audience solutions and full-funnel demand generation portfolio, leveraging high-fidelity purchase intent, digital media, content, and programmes that engage enterprise IT decision-makers and buying committees. The role requires executive presence, multi-threaded relationship building, and disciplined end-to-end sales leadership across complex cycles.

Essential job functions

• Own and grow a portfolio of strategic enterprise technology accounts across EMEA, driving multi-quarter, multi-product programmes and executive-level relationships with senior marketing, demand generation, ABM, and alliance/channel leaders.
• Sell integrated solutions across the Enterprise Audience portfolio: purchase intent data, digital media and ABM, content syndication, custom content, webinars and virtual events, research and analytics, and partner/channel-led programmes.
• Consult with clients to assess ICPs, target buying groups, and value propositions; translate insights into demand strategies that improve MQL-to-SQL conversion, SQO creation, pipeline velocity, and ROAS for enterprise use cases.
• Lead complex sales cycles end-to-end (strategic, business, commercial, and technical): discovery, solution design, proposal, negotiation, contracting, delivery governance, and post-sale expansion.
• Collaborate closely with:
  • Enterprise-focused Media Groups (publishers, marketers, editors) to align content and placements with audience intent.
  • US and APAC sales teams to leverage global success and coordinate multi-region engagements.
  • Customer Success and Campaign Management to ensure delivery excellence, QBRs, and optimisation for quality and outcomes.
  • Product, RevOps, and senior executives to refine offers, price/pack solutions, and improve market fit for enterprise buyers.
• Provide accurate forecasting and maintain rigorous CRM hygiene, continuously improving pipeline quality, stage discipline, and data completeness.
• Represent the company at key enterprise technology events (e.g., Cloud Expo Europe, Gartner Symposium/IT Xpo EMEA, etc), associations, and partner functions to deepen networks and convert interactions into qualified opportunities.
• Drive thought leadership and best practices for selling to enterprise IT buyers; mentor teammates and contribute to playbooks for Enterprise Audience propositions.
• Stay abreast of enterprise technology market developments, competitive dynamics, and regulatory considerations; ensure compliance with company policies and customer guidelines.

 

Success metrics

• New bookings and revenue attainment, including multi-product and multi-region deals.
• Retention and expansion rates across the Enterprise Audience portfolio; multi-year agreement penetration.
• Pipeline generated and attributed; MQL-to-SQL conversion, SQO creation, pipeline value, and cycle time improvements.
• Forecast accuracy and CRM data quality; programme delivery outcomes and customer satisfaction/QBR scores.
• Contribution to thought leadership, playbooks, and internal enablement for enterprise-focused selling.

Travel

• Willingness to travel across EMEA for client meetings, industry events, and internal collaboration (approximately 25–35%, subject to business needs).

• Bachelor’s degree (or equivalent professional experience).
• 3+ years of high-performance sales experience in B2B media, intent data, martech/adtech, or online lead generation, with a strong focus on technology markets; direct experience selling into enterprise technology vendors is highly valued.
• Proven track record of breaking net-new enterprise accounts and growing strategic accounts across EMEA, consistently meeting or exceeding quota.
• Deep familiarity with enterprise technology segments (e.g., cloud infrastructure, data/analytics/AI, DevOps/platform engineering, networking, storage/backup/DR, end-user computing, ERP/enterprise applications, CX/contact centre) and buying committee dynamics across CIO, IT leadership, architecture, and operations.
• Expertise in designing and selling integrated demand and ABM programmes aligned to ICPs, buyer journeys, and measurable KPIs (MQL→SQL, SQO, pipeline value, ROAS).
• Executive presence with the ability to multithread complex accounts, influence senior stakeholders, and lead cross-functional pursuit teams.
• Strong sales operations discipline: pipeline management, forecasting accuracy, and CRM mastery (e.g., Salesforce).
• Excellent communication, negotiation, and presentation skills; fluency in English. Additional European languages (e.g., French, German, Dutch, Swedish) are a plus.
• Ability to manage a deep and complex product set, translate client needs into multi-solution proposals, and iterate based on performance data.
• Self-starter with accountability, goal orientation, and resilience in multi-quarter sales cycles.

 

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, color, 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.

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.

• This role would be a minimum of 3 days in the London office.
• Time out: 25 days annual leave, plus a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year
• Broader impact: take up to four days per year to volunteer
• Great community: a welcoming culture with in-person and online social events, our fantastic Walk the World team day and active diversity and inclusion network.
• A comprehensive company funded private medical insurance with optical and dental coverage 
• Recognition for great work, with global awards and kudos programmes
• Strong wellbeing support through EAP assistance, mental health first aiders, and access to health apps and more 
• 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
• As an international company, the chance to collaborate with teams around the world

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