Job Sales Director, AMAS

Sales Director

IDC is seeking a dynamic, results-oriented sales director to help shape and execute our sales vision, leading a talented team toward ambitious revenue goals.

In this critical role, you'll have the opportunity to make a significant impactcrafting winning strategies, coaching accomplished salespeople, and strengthening key client relationships in a fast-paced, competitive market. If you thrive on challenge, innovation, and leading from the front, we want to hear from you.

This role leads one of four core sales teams dedicated to our tech-supplier account base, focusing on clients and prospects with $1B+ in annual revenue. As a critical segment of our business, the priority is both to protect existing relationships and drive meaningful growth. The sales director will be responsible for managing a team selling across our full portfolioresearch, data, custom, and eventstargeting technology companies across the broader tech ecosystem. This position reports directly to the group vice president of core sales.

IDC is the most respected global technology market research firm. We are changing the way the world thinks about the impact of technology on business and society. Our people, data, and analytics create global technology insights that accelerate customer success. IDC has been recognized for five consecutive years (2020, 2021, 2022, 2023, 2024) by the IIAR as the analyst firm of the year, which is one of the highest accolades for the technology market research industry.

This position can be located in an approved remote location in the United States with a preferred location of California (Bay Area) or Needham, MA.

Recruitment fraud notice: IDG/IDC would like to inform you that we conduct our formal communications via corporate email, our applicant tracking system iCIMS, LinkedIn messaging, or directly by phone. We do not use any other platform (including Telegram, WhatsApp, Signal, text, instant message, etc.) to communicate with prospective candidates. If you receive any communication outside of our formal communications channels, please ignore it and block the sender or caller. In addition, we do not ask candidates to provide sensitive personally identifiable information such as bank account or social security numbers. If you have been contacted by someone claiming to represent a job offer, please report it as potential job fraud to law enforcement.

Responsibilities

1. Drive Sales Performance: Consistently achieve and exceed monthly, quarterly, and annual sales bookings targets through new business acquisition and renewals across assigned accounts.
2. Lead Account Strategy: Develop and execute comprehensive account plans that prioritize high-impact client engagement, build strong pipelines, and drive revenue growth across $1B+ technology companies.
3. Manage Sales Pipeline: Establish and maintain a robust sales pipeline, ensuring consistent progress through all deal stages to support ongoing achievement of team and individual sales goals.
4. Coach and Develop Talent: Lead, mentor, and inspire a team of sales professionals, fostering a high-performance culture centered on accountability, collaboration, and continuous improvement.
5. Deliver Client-Centric Solutions: Champion a consultative, solution-based sales approach that aligns IDC's productsresearch, data, custom, and eventswith each client's strategic objectives.
6. Strengthen Client Relationships: Build and expand relationships with key decision-makers and stakeholders across client organizations to maximize retention and uncover growth opportunities.

Qualifications

• Bachelor's degree or equivalent experience required
• 10+ years of direct B2B sales experience, plus 5+ years sales management experience
• Experience in the market research or technology industries is a strong plus
• Demonstrated success selling complex products and services to senior business leaders (MI, AR, Marketing, Strategy, and C-Level) at large technology vendors
• Proven experience managing, motivating, and enabling sales teams to excel and consistently overachieve targets
• Strong problem-solving skills with a proactive, self-starter mindset and a demonstrated ability to take initiative
• Strong communication, analytical, organizational, and time management skills
• Adept at building relationships at all organizational levels - external and internal
• Proficiency in Microsoft Excel, PowerPoint, Power BI, and Word
• Familiarity with Salesforce and sales enablement tools is preferred
• Willingness to travel up to 25%

IDC is an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity, religion, national origin, disability, veteran status, age, marital status, pregnancy, genetic information, or other legally protected status.

At IDC, we are committed to fair and equitable pay practices. We pay our employees equitably for their work, commensurate with their individual skills and experience. Salary range and additional compensation, including discretionary bonuses and incentive pay, are determined by a rigorous review process. This process considers the experience, education, certifications, and skills required for the specific role, equity with similarly situated employees, as well as employer-verified US region-specific market data provided by an independent 3rd party partner. The expected total annual compensation, depending on location and experience, is between $190,000 and $250,000 and is inclusive of base salary and variable compensation (if applicable).