Director, New Business - Tech Leader in Needham, Massachusetts at IDC

About the Role & Team

We are seeking a highly motivated and results-driven Director to lead the global team of New Business Account Executives – Tech Leader focused on acquiring net-new logo clients among technology leaders under $1B in revenue. This role is responsible for building and developing a high-performing sales team, driving pipeline growth, and executing IDC's new business strategy across a defined market segment. This is a brand new team; recruiting for the Director role and Account Executives is happening concurrently.

What You’ll Do

• Lead, coach, and develop a team of New Business Account Executives to achieve net-new logo revenue targets
  
• Drive territory and account planning across the team's portfolio of technology vendors under $1B in revenue
  
• Own team pipeline health, forecasting accuracy, and Salesforce hygiene
  
• Partner cross-functionally with product, marketing, and client success to support seamless client acquisition and onboarding
  
• Recruit, onboard, and retain top sales talent in alignment with IDC's growth objectives
  
• Analyze team performance data to identify trends, coaching opportunities, and process improvements
  
• Up to 25% travel 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 selling to or within the technology sector, ideally to vendors or emerging-growth companies
• Proficiency in Salesforce; strong forecasting and pipeline management skills
• Proven ability to coach and develop individual contributors to quota attainment
• Strong communication, analytical, and cross-functional collaboration skills

Why This Role Stands Out
At IDC, your work helps shape how the world understands technology and where it goes next. You 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, we combine deep expertise with practical relevance. Here, your ideas matter, your voice is heard, and your contributions provide the insights leaders rely on every day. It is meaningful work, backed by a culture that supports growth, collaboration, and long-term career development with a globally respected brand.

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 $220,000 - $240,000 , inclusive of base salary and variable compensation.

If this role relocates to a different country, the salary range will be updated to reflect that country's range, rather than a currency conversion of the original range.

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).