Director of Sales at IDC – Needham, Massachusetts

About the Role & Team

We're looking for a dynamic, results-oriented Director of Sales 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 impact—crafting winning strategies, coaching accomplished salespeople with strong hunting acumen, 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 our End User Sales Teams dedicated to our IT Buyer account base, focusing on supporting Senior Technology Decision Makers at organizations with $1B+ in annual revenue. As a critical segment of our business, the priority is to drive meaningful net-new logo growth and strong install base retention. The Sales Director will be responsible for managing and developing a team selling across our full portfolio—Research & Advisory, Metrics, and Leadership Development to companies across North America. This position reports directly to the Group Vice President (GVP) of North America End User/IT Buyer Sales.

What You’ll Do

• Drive Sales Performance: Consistently achieve and exceed monthly, quarterly, and annual sales bookings targets through new business acquisition and maximize cross sell and upsell of existing accounts.
• Lead Account Strategy: Develop and execute comprehensive account plans that prioritize high-impact client engagement, build strong pipelines, and drive revenue across $1B+ organizations in Manufacturing, Healthcare, Energy, Retail, and Financial Services.
• Manage Sales Pipeline: Establish and maintain a robust net-new business and renewal sales pipeline, ensuring consistent progress through all deal stages to support ongoing achievement of team and individual sales goals. Ensure weekly governance of Salesforce.com hygiene and pipeline coverage ratios.
• Coach and Develop Talent: Lead, mentor, and inspire a team of hunter sales professionals, fostering a high-performance new logo culture centered on accountability, collaboration, and continuous improvement.
• Deliver Client-Centric Solutions: Champion a consultative, solution-based sales approach that aligns IDC's products with each client's strategic objectives.
• Strengthen Client Relationships: Build and expand relationships with key decision-makers and stakeholders across new and existing client organizations to maximize retention and uncover growth opportunities.

What You Bring

• Bachelor's degree or equivalent experience required
• 10+ years of direct 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 technology leaders (CIOs, CTOs, IT Strategy, and Senior IT Strategic Sourcing) at a diverse set of companies spanning Mid-Market to Enterprise
• 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 - both internally and externally
• Proficiency in Microsoft Excel, PowerPoint, and Word
• Familiarity with Salesforce and sales enablement tools is preferred
• Willingness to travel up to 25%

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 $150,000-$240,000, 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.