Manager, Sales-New Business in Needham, Massachusetts at IDC

IDC is seeking a Manager, New Business Sales to lead a team of New Business Account Executives focused on acquiring net-new logo clients within the technology vendor segment, specifically organizations under $1B in revenue.

This leader will be responsible for building, coaching, and developing a high-performing sales team while driving pipeline growth, improving forecasting discipline, and executing IDC’s new business strategy across a defined market segment. The role reports to the SVP, Sales Americas and is based remotely in the United States.

• Lead, coach, and develop a team of New Business Account Executives to achieve net-new logo revenue targets.
• Drive territory and account planning across a portfolio of technology vendors under $1B in revenue.
• Own team pipeline health, forecasting accuracy, Salesforce discipline, and overall sales execution.
• Partner cross-functionally with product, marketing, and client success teams to support seamless client acquisition, onboarding, and long-term account growth.
• Recruit, onboard, and retain top sales talent in alignment with IDC’s growth objectives.
• Analyze team performance data to identify trends, coaching opportunities, gaps, and process improvements.
• Travel occasionally as needed for team support, client meetings, and industry events.

• 5+ years of B2B sales experience, including at least 2 years in a sales management, team lead, or people leadership capacity.
• Experience selling to or within the technology sector, ideally with technology vendors, SaaS companies, or emerging-growth organizations.
• Strong Salesforce proficiency, with demonstrated experience managing pipeline, forecasting, and sales activity discipline.
• Proven ability to coach, develop, and motivate individual contributors toward consistent quota attainment.
• Strong communication, analytical, and cross-functional collaboration skills.
• Ability to lead with accountability, structure, and a hands-on coaching approach in a growth-focused sales environment.

At IDC, this role offers the opportunity to directly shape new business growth within one of the most respected technology intelligence firms in the world. You will lead a team focused on expanding IDC’s reach with emerging and growth-stage technology vendors, helping clients access the research, insights, data, and advisory support they need to make confident business decisions.

IDC is recognized globally for its credibility, rigor, and impact. As the premier provider of trusted technology intelligence, IDC partners with business and technology leaders across industries to inform strategy, investment, innovation, and market direction.

Recognized by IIAR as Analyst Firm of the Year for five consecutive years, IDC brings together more than 1,000 analysts worldwide and a truly global perspective. This is an opportunity to lead meaningful revenue growth, build a high-performing sales team, and contribute to a culture grounded in collaboration, excellence, and long-term career development.

What We Offer

• 15 vacation days (prorated based on start date)
• 12 company-paid holidays
• 6 paid sick days (prorated based on start date; may vary by state)
• Medical, dental, and vision coverage
• 2 floating holidays (prorated based on start date)
• 1 volunteer day
• 401(k) company match (IDC matches 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).