Sr. Account Manager

Boston, MA
Full Time
Customer Growth
Experienced
About the Role
​​​​As a Senior Account Manager, you will be responsible for driving revenue growth within existing customer accounts by nurturing strategic, trusted-advisor relationships. Your focus will be on deeply understanding customer needs and developing 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​​​.

Team Dynamic
  • ​​Commitment to Win: Consistently achieve personal and professional goals.
  • ​Intellectual Curiosity: Eager to learn, ask questions, and deepen your understanding of customers and solutions. 
  • ​Strategic thinking: Synthesize information quickly and apply logic to generate practical recommendations. 
  • ​Coachability: Welcomes feedback, self-assess, and takes action to continuously improve. 
  • ​Strong communicator: Confidently present and collaborate with internal and external stakeholders. 
  • ​Proactive and Independent: Self-starter who takes initiative while effectively collaborating when needed. Passion for providing solutions to ensure our clients’ success​.
Position Duties and Responsibilities
  • ​​Establish and grow strategic, trusted relationships across multiple levels of client organizations, including executive leadership.
  • ​Gain a deep understanding of each customer’s business strategy, technology stack, industry dynamics, and growth objectives. 
  • ​Develop comprehensive account plans aligned to customer goals and identify clear revenue growth opportunities. 
  • ​Drive account expansion through upsell, cross-sell, and renewal strategies to meet retention and growth targets. 
  • Own the full sales process end-to-end using MEDDPICC, coordinating internal and external resources to align on account execution. 
  • ​Develop strong industry and product knowledge to deliver value-driven messaging tailored to each customer. 
  • Collaborate cross-functionally with internal teams to ensure optimal customer outcomes.​ 
Required Experience, Skills, and Education
  • ​​7+ years managing enterprise-level customer relationships and multi-million-dollar books of business. 
  • ​Proven track record in meeting or exceeding retention and revenue growth targets. 
  • ​Strong experience in value-based selling and business development. 
  • ​Excellent business acumen, including analytical and operational skills. 
  • ​Proven ability to manage and grow relationships across multiple buying personas. 
  • ​Experience building and executing strategic account plans to drive demand and growth. 
  • ​Skilled in sales strategy, negotiation, and solution-oriented selling. 
  • ​Exceptional communication and presentation abilities. 
  • ​Willingness to travel as needed. 
  • ​This is a hybrid role: in-office presence is required on Tuesday, Wednesday, and Thursday of each week. 
Preferred Experience, Skills, and Education
  • Bachelor’s degree
  • SaaS sales experience
  • Proficiency with Salesforce

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. 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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