LOCATION: We are focused on identifying local candidates who can work a hybrid office-based position (3 days per week: Tuesday, Wednesday, and Thursday) in the team’s Boston, Massachusetts location. This role is not eligible for remote work or relocation.
Travel: Up to 25%
About the Role
Validity is seeking a highly operational, data-driven Senior Director of Account Management (B2B SaaS company experience is required) with a track record of making an impact and exceeding targets. In this highly visible role, you will ensure customer retention and fuel customer expansion by leading a high-performing team to success. You will be responsible for designing and implementing the systems, processes, and tools that drive predictable revenue retention and expansion results.
As the Senior Director of Account Management, you will own client retention, expansion, and long-term value realization. Leading a top-tier team, you will refine the operating model and lead the development of proven account strategies to ensure high-impact engagement across the customer lifecycle. As a seasoned sales leader, you will drive revenue growth by recruiting, coaching, and retaining talent, using a data-driven approach to manage forecasting and results.
This is a hybrid office-based position which requires working 3 days per week (Tuesday, Wednesday, and Thursday) in Validity's Boston (Financial District) office location.
Team Dynamic
Join a team that is passionate about customer relationships, focused on securing and expanding customer relationships, and driven to deliver revenue retention/growth results.
Position Duties and Responsibilities
Revenue Strategies:
Develop and implement long-term retention, up-sell, and cross-sell strategies to drive Validity growth via overachievement of revenue targets.
Team Leadership & Talent Development:
Recruit, coach, develop, and retain top-tier account management talent. Foster a culture of accountability and performance, ensuring rapid, effective onboarding and continuous professional development. Actively coach team members to success and remove obstacles to ensure revenue is secured quickly.
Revenue & Forecasting:
Own a team's revenue targets, managing a disciplined forecasting process for accurate business planning and reliable delivery of results.
Strategic Account Engagement:
Act as an executive sponsor for key accounts, building C-level relationships, navigating complex renewals, and resolving high-level escalations.
Data-Driven Decision Making:
Leverage business acumen and SaaS metrics to monitor market trends, competitor activity, and customer feedback to iterate on strategies.
Operational Excellence:
Implement best practices, optimize internal processes, and ensure the effective use of the technology stack (Salesforce, LinkedIn Navigator, etc.) to drive efficiency.
Cross-Functional Collaboration:
Partner with Sales, Product, and Marketing teams to ensure alignment on customer strategy, product roadmap, and overall company goals.
Lead by Example:
Model core company values, maintain high accountability, and foster a transparent, collaborative culture. Demonstrate a strong work ethic and show ownership of results.
Required Experience, Skills, and Education
A minimum of 7 years of progressive team management experience in SaaS account management, SaaS sales, or SaaS customer success with responsibility for revenue retention and expansion, with at least 3 years at the Director level or above.
Industry:
Proven success within B2B SaaS company, preferably in a rapidly evolving, high-growth environment.
Leadership:
Demonstrated success in building, leading, and scaling high-performing account management teams (hiring, training, and retaining top talent).
Strategy & Metrics:
Deep understanding of SaaS business economics, with a strong focus on data-driven decision-making and history of achieving/exceeding ARR/NRR/GRR goals.
Executive Presence:
Exceptional communication and negotiation skills, with experience interacting with C-level stakeholders.
Location:
This role is based in our Boston, Massachusetts office.
Travel:
Required - up to 25%.
Preferred Experience, Skills, and Education
Bachelor’s Degree or equivalent experience (MBA preferred).
MarTech experience highly preferred.
Proficiency in Salesforce and Microsoft Office suite (Word, Excel, PowerPoint).
Familiarity with sales technology stack solutions: SalesLoft, LinkedIn Navigator, and ZoomInfo.
Base salary range $180,000 - $215,000, OTE range $360,000 - $430,000, plus benefits, bonus opportunities and stock options. Final salary may vary depending on skills, location, and/or experience.
#LI-Hybrid
About Validity
For over 20 years, tens of thousands of organizations across the world have relied on Validity solutions to target, contact, engage, and retain customers – using trustworthy data as a key advantage. Validity’s flagship products
–
Everest, DemandTools, BriteVerify, a
nd GridBuddy Connect
–
are all highly rated, #1 solutions for sales and marketing professionals. These solutions deliver smarter email campaigns, more qualified leads, more productive sales, and ultimately faster growth.
Validity is a truly unique company - massive revenue growth, top-tier investors, 5-star product ratings, proven ability to acquire and integrate top tech companies and welcome them into the Validity family, a winning culture, and a work environment that fosters hard work, trust, and fun.
Headquartered in Boston, Validity has offices in Denver, London, Sao Paulo, and Sydney. For more information, connect with us on LinkedIn, Instagram, and Twitter.
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Validity is proud to be an equal opportunity employer. We are committed to providing equal employment opportunities to all employees and applicants for employment regardless of actual or perceived race, color, ancestry, national origin, citizenship, religion or creed, age, physical or mental disability, medical condition, AIDs/HIV status, genetic information, military and veteran status, sex, parental status (including pregnancy and pregnancy-related conditions, childbirth, post childbirth, nursing mother, parent of a young child and parent of a foster child), gender (including gender identity and expression), sexual orientation, marital status (including registered domestic partner status), or any other characteristic protected by applicable federal, state, or local law.
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