Sr. Account Manager

Senior Account Manager

Validity is hiring an experienced, Enterprise-level Senior Account Manager to lead key, large-scale client relationships. This role focuses on long-term growth, strategic retention, and expansion within complex organizations. The Senior Account Manager will act as the strategic owner between clients and internal teams - including sales, product, and technology - to drive value and ensure client success.

Success in this role requires deep client understanding, executive-level communication, and the ability to drive opportunities for upsell, cross-sell, and account expansion. You will be responsible for driving revenue growth within existing customer accounts by nurturing trusted, strategic relationships.

This is a role for a Senior Account Manager/Lead Account Manager with a minimum of 7–10 years of experience in B2B SaaS, email deliverability, data management and/or AI marketing technology platform companies with a history of demonstrated performance meeting and exceeding quota, revenue and performance goals!

Team Dynamic

• Commitment to Win - Consistently achieve their personal and professional goals
• Intellectual Curiosity - A strong desire to learn and understand and ask thoughtful questions
• Critical strategic thinking - The ability to find and synthesize information, apply logic to problems, and quickly analyze information to provide a recommendation
• Coachability - You are humble, acknowledge strengths and weaknesses, and take feedback well. Able to self-diagnose and translate into an actionable solution
• Strong communicator
• Self-starter who can work independently and with a team as necessary to secure business
• Passion for providing solutions to ensure our clients' success

Position Duties and Responsibilities

• Achieve trusted advisor status individually as well as establish, nurture and grow relationships between accounts and internal executive teams.
• Learn and understand customers' strategic objectives, growth plans, tech stack, competitive landscape and industry trends.
• Develop detailed account plans which tie closely to customers' strategic objectives as well as define a clear growth plan and achieve revenue targets. Create demand.
• Upsell, cross-sell and renew accounts achieving retention and growth targets.
• Take overall ownership of the end-to-end sales process utilizing MEDDPICC. Coordinate and communicate cross-functionally to ensure internal and external stakeholders are aligned and appropriate resources are applied as needed.
• Develop deep industry and product knowledge and expertly command value-based messaging to customers.

Required Experience, Skills, and Education

• Minimum of 7-10 years in similar Senior Account Manager (or combination of Senior Account Executive and Senior Account Manager) roles at B2B SaaS, email deliverability, data management and/or AI marketing technology platform companies where you have demonstrated success managing Enterprise-level relationships across multiple buying centers for a multi-million-dollar book of business.
• Highly effective and strategic user of Salesforce Agentforce 360 Platform.
• Demonstrated track record of achieving retention and growth targets.
• Proven business development and value-based selling capabilities.
• Strong business acumen, operational and analytical skills. Ability to understand complex business environments, structures, drivers and manage your book like a business.
• Ability to cultivate productive client relationships with a variety of buying personas.
• Experience developing strategic account plans aimed at creating demand.
• Ability to think strategically and execute tactically. Well-developed strategic thinking and problem-solving skills.
• Sales cycle and negotiation expertise.
• Exceptional verbal and written communication skills as well as effective and persuasive presentation skills.
• We are focused on identifying local candidates who are immediately available to work a hybrid office-based position (Tuesday, Wednesday, and Thursday) in the team's Boston, Massachusetts location. This role is not eligible for relocation or remote work.
• Ability to travel as needed.

Preferred Experience, Skills, and Education

• Bachelor's degree or equivalent experience
• Industry experience in email deliverability, data management and/or AI marketing technology platform sales

Base salary range $130,000 - $150,000, OTE range $260,000 - $300,000, plus benefits, bonus opportunities and stock options. Final salary may vary depending on skills, location, and/or experience.

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.