Associate Director of Inside Sales

Location: Hybrid role based within a commutable distance of the Milton Park Abingdon office, with in-person attendance three days per week or more. The office is planned to relocate to Oxford city centre in late 2027 or early 2028. Applicants must have the right to reside and work in the United Kingdom.

Company

Informa and Taylor & Francis are academic publishing, business intelligence, knowledge, and events businesses focused on scholarly journals, books, ebooks, and reference works.

What you will do

• Lead global inside sales activities focused on renewals, retention, and growth across selected ebooks and journals accounts.
• Develop retention strategies, identify at-risk accounts, reduce churn, and improve renewal and customer satisfaction metrics.
• Lead the transition from traditional purchasing models to subscription-based models for smaller customers.
• Build propositions for small and emerging customer segments in collaboration with Customer Success, Product, Marketing, and commercial stakeholders.
• Lead, coach, and develop inside sales representatives while managing performance, capacity planning, territories, and workloads.
• Maintain renewal forecasts, report performance insights to senior leadership, and improve CRM-based sales operations.

Requirements

• Extensive experience in inside sales, account management, or customer success, including leadership experience.
• Proven experience managing renewals and retention in a B2B environment, ideally in academic publishing, information services, or SaaS.
• Demonstrated success improving retention and growth for accounts below $20,000 and transitioning customers to subscription models.
• Strong people leadership, coaching, communication, negotiation, analytical, and change-management skills.
• Experience with CRM platforms and sales analytics tools; Salesforce experience is preferred.
• Knowledge of renewal sales cycles, customer lifecycle management, ebooks and journals, licensing models, usage metrics, and institutional purchasing processes.

Nice to have

• Experience working with library customers or academic institutions.
• Bachelor’s degree in Business, Marketing, or a related field; MBA is a plus.
• Experience improving renewal rates, reducing customer attrition, or leading business model transitions.

Culture & Benefits

• Balanced hybrid working model with flexibility to work from home or remotely when not attending the office or customer and partner events.
• Competitive salary and bonus.
• 25 days of annual leave, three additional discretionary holiday-season days, four volunteering days, and a birthday day off.
• Company-funded private medical insurance, employee assistance programme, life assurance, optical and medical care.
• Share Match plan and pension scheme.
• Flexible, inclusive working culture focused on professional development and work-life balance.