Informa TechTarget
Job Description
This role is based in our Newton, Massachusetts office.
We are seeking a Sales Manager to lead a team of 5–6 high-performing sales representatives. This role is designed for a proven seller who has successfully carried a quota and is now ready to coach, inspire, and drive results through others. The Sales Manager will partner closely with their team to support every stage of the sales cycle, from pipeline generation to campaign delivery, while instilling the grit, competitiveness, and high-energy culture that defines NetLine.
Key Responsibilities
Team Leadership:
Manage, mentor, and motivate 5–6 individual contributors to consistently exceed sales targets. Sales Process Support:
Partner with reps on all sales-led activities including prospecting, opportunity creation, pipeline progression, negotiation of terms, and post-sale campaign management. Forecasting & Reporting:
Ensure accurate forecasting through regular pipeline reviews, deal inspection, and data-driven analysis. Skill Development:
Provide consistent coaching, role plays, and training to help team members sharpen their sales acumen, strengthen customer relationships, and accelerate deal velocity. Collaboration:
Work cross-functionally with marketing, operations, and account management to ensure seamless campaign execution and client satisfaction. Culture Champion:
Foster a positive, competitive, and high-effort environment where grit, resilience, and accountability drive team success. Qualifications: Qualifications 4+ years of B2B sales experience with consistent quota achievement; 1–2 years in a team leadership, player/coach, or mentoring role preferred. Strong understanding of full-cycle sales processes in SaaS, MarTech, AdTech, or demand generation services. Demonstrated ability to accurately forecast, manage pipelines, and close complex deals. Proven success in coaching or developing sales talent. Exceptional communication, collaboration, and organizational skills. High energy, resilience, and a growth mindset—thrives in a fast-paced, high-accountability environment. Additional Information 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. 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 37 Informa PLC | informa.com Information Classification: General • As an international company, the chance to collaborate with teams around the world The salary range for this role is $85,000- $115,000 based on experience.
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Manage, mentor, and motivate 5–6 individual contributors to consistently exceed sales targets. Sales Process Support:
Partner with reps on all sales-led activities including prospecting, opportunity creation, pipeline progression, negotiation of terms, and post-sale campaign management. Forecasting & Reporting:
Ensure accurate forecasting through regular pipeline reviews, deal inspection, and data-driven analysis. Skill Development:
Provide consistent coaching, role plays, and training to help team members sharpen their sales acumen, strengthen customer relationships, and accelerate deal velocity. Collaboration:
Work cross-functionally with marketing, operations, and account management to ensure seamless campaign execution and client satisfaction. Culture Champion:
Foster a positive, competitive, and high-effort environment where grit, resilience, and accountability drive team success. Qualifications: Qualifications 4+ years of B2B sales experience with consistent quota achievement; 1–2 years in a team leadership, player/coach, or mentoring role preferred. Strong understanding of full-cycle sales processes in SaaS, MarTech, AdTech, or demand generation services. Demonstrated ability to accurately forecast, manage pipelines, and close complex deals. Proven success in coaching or developing sales talent. Exceptional communication, collaboration, and organizational skills. High energy, resilience, and a growth mindset—thrives in a fast-paced, high-accountability environment. Additional Information 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. 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 37 Informa PLC | informa.com Information Classification: General • As an international company, the chance to collaborate with teams around the world The salary range for this role is $85,000- $115,000 based on experience.
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