Sr. Director - Account Management

Validity•Boston, MA

3d•$180,000 - $215,000•Hybrid

About The Position

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.

Requirements

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%.

Nice To Haves

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.

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.