Manager, Sales-New Business

Manager, New Business Sales

About the Role & Team

IDC is searching for a Manager, New Business Sales to lead a team of New Business Account Executives focused on acquiring net-new logo clients among technology vendors under $1B in revenue.

This is an exciting opportunity for a sales leader who knows how to build momentum, develop talent, and turn new business strategy into measurable revenue growth. In this role, you will lead a team responsible for expanding IDC’s reach with emerging and growth-stage technology companies, strengthening pipeline creation, improving sales execution, and driving consistent new logo performance across a defined market segment.

The Manager, New Business Sales will be responsible for building and developing a high-performing sales team, driving pipeline growth, and executing IDC’s new business strategy. This role reports to the SVP, Sales Americas and is based in the U.S. Remote.

What You’ll Do

• Lead, coach, and develop a team of New Business Account Executives to achieve net-new logo revenue targets.
• Create a high-performance team culture rooted in accountability, strong sales execution, disciplined follow-up, and consistent coaching.
• Drive territory and account planning across the team’s portfolio of technology vendors under $1B in revenue.
• Own team pipeline health, forecasting accuracy, opportunity progression, and Salesforce hygiene.
• Use sales performance data to identify trends, coaching opportunities, process improvements, and areas of risk or opportunity.
• Partner cross-functionally with product, marketing, sales leadership, and client success to support seamless client acquisition and onboarding.
• Recruit, onboard, and retain top sales talent in alignment with IDC’s growth objectives.
• Support Account Executives in strengthening discovery, improving messaging, advancing opportunities, and creating urgency with prospective clients.
• Bring structure, energy, and leadership to a growing new business sales function.
• Travel infrequently as needed for team support, client meetings, and industry events.

What You Bring

• 5+ years of B2B sales experience, with at least 2 years in a sales management or team lead capacity.
• Experience leading, coaching, or mentoring quota-carrying sales professionals.
• Experience selling to or within the technology sector, ideally to technology vendors, SaaS companies, emerging-growth companies, or similar B2B audiences.
• Strong understanding of new logo acquisition, pipeline development, territory planning, forecasting, and sales execution.
• Proficiency in Salesforce, with strong forecasting, pipeline management, activity tracking, and sales performance visibility skills.
• Proven ability to coach and develop individual contributors toward improved performance and quota attainment.
• Strong communication, analytical, and cross-functional collaboration skills.
• Ability to balance accountability, team development, operational discipline, and commercial urgency.
• A leadership style that is hands-on, data-informed, motivational, and focused on helping sales talent perform at a high level.

Why This Role Stands Out

This is a meaningful opportunity to lead a new business sales team at a globally respected brand with deep credibility in the technology market. IDC’s insights help technology leaders, investors, vendors, and business decision-makers understand where the market is headed and how to make confident decisions.

As Manager, New Business Sales, you will play an important role in shaping how IDC expands its reach with emerging and growth-stage technology companies. You will influence team performance, build sales discipline, coach talent, and help drive measurable revenue growth in a market segment with significant potential.

At IDC, your work helps shape how the world understands technology and where it goes next. You will collaborate with curious, high-caliber colleagues who value rigor, integrity, and shared success. As the premier global provider of trusted technology intelligence, IDC equips business and technology leaders with the evidence they need to make confident decisions. Our insights inform strategy, investment, and innovation across industries and regions.

Recognized by IIAR as Analyst Firm of the Year for five consecutive years, IDC sets the standard for credibility and impact. With more than 1,000 analysts worldwide and a truly global perspective, IDC combines deep expertise with practical relevance. Here, your ideas matter, your voice is heard, and your contributions provide the insights leaders rely on every day.

What We Offer

• 15 vacation days, prorated based on start date
• 12 company-paid holidays
• 6 paid sick days, prorated based on start date and may vary by state
• Medical, dental, and vision coverage
• 2 floating holidays, prorated based on start date
• 1 volunteer day
• 401(k) company match, with IDC matching 3% on the first 6% of employee contributions
• Company-paid short-term disability
• Company-paid life insurance
• Company-paid parental leave

Compensation Transparency

At IDC, we are committed to fair and equitable pay practices. Employees are compensated equitably for their work, aligned with their skills and experience. Salary and incentive structures are determined through a rigorous process that considers experience, education, certifications, role-specific requirements, internal equity, and verified U.S. market data from an independent third-party partner.

The expected total annual compensation, depending on location and experience, is between $89,000 - $178,000, inclusive of base salary and variable compensation.

Equal Opportunity Employer

IDC is committed to providing equal employment opportunities for all qualified persons. Employment eligibility verification required. We participate in E-Verify.

IDC is currently able to employ remote workers in the following states: Arizona (AZ), California (CA), Colorado (CO), Connecticut (CT), Washington D.C. (DC), Florida (FL), Georgia (GA), Illinois (IL), Indiana (IN), Kansas (KS), Massachusetts (MA), Maryland (MD), Maine (ME), Michigan (MI), Minnesota (MN), Missouri (MO), Mississippi (MS), North Carolina (NC), New Hampshire (NH), New Jersey (NJ), New York (NY), Ohio (OH), Oregon (OR), Pennsylvania (PA), Rhode Island (RI), South Carolina (SC), Tennessee (TN), Texas (TX), Utah (UT), Virginia (VA), Vermont (VT), Washington (WA), and Wisconsin (WI).

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