Account Manager

Account Manager (SaaS Experience Required)

Location: We are focused on identifying local candidates who can work a hybrid office-based position (Tuesday, Wednesday and Thursday) in the team's Boston, MA (Financial District) office location. This role is not eligible for remote work or relocation.

About the Role: Validity is hiring for an Account Manager with SaaS experience to focus on long-term growth, strategic retention, and expansion within named Mid-Market and Enterprise-Level accounts. The Account Manager will act as the strategic owner between clients and internal teams - including sales, product, and technology - to drive value and ensure customer success. You will be responsible for driving revenue growth within existing customer accounts by nurturing trusted, strategic relationships. This includes gaining a comprehensive understanding of your customer's needs and creating tailored account strategies that align with their goals, backed by compelling business cases for various personas. In addition, you will leverage insights into customer operations, industry trends, and competitive positioning to build and execute a roadmap for both short-term and long-term growth within your assigned accounts.

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 4 years in similar Account Manager (or combination of Account Manager and Account Executive) roles at B2B, SaaS companies where you have demonstrated success managing Mid-Market and Enterprise-Level relationships across multiple buying centers.
• Highly effective and strategic user of Agentforce 360 Platform (Formerly Salesforce 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. Strong strategic thinking and problem-solving skills.
• Sales cycle and negotiation skills.
• Exceptional verbal and written communication skills as well as effective and persuasive presentation skills.
• 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 $70,000 - $100,000, OTE range $140,000 - $200,000, plus benefits, bonus opportunities and stock options. Final salary may vary depending on skills, location, and/or experience.

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, and 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.

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 and 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.