Sr. Account Manager

Validity•Boston, MA

1d•$260,000 - $300,000•Hybrid

About The Position

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 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. You’ll 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. 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!

Requirements

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.
Ability to travel as needed.

Nice To Haves

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

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.