• Lead a team of Account Managers focused on SMB & MM accounts to consistently achieve weekly, monthly, and quarterly renewal and expansion sales goals.
• Optimize the team’s end-to-end sales process, focusing on efficiency and consistent attainment of monthly, quarterly, and annual targets.
• Provide clear structure and accountability across the team while empowering Account Managers to operate with ownership and autonomy.
• Manage a high-performing account sales engine: work collaboratively to develop and refine the operating model, cadence, KPIs, and forecasting methodologies to ensure precision in planning and execution.
• Provide Account Managers with daily coaching/mentoring to manage a book of business effectively. Actively work deals with team members, suggest customer and account plan strategies, assist in prioritizing opportunities, and remove obstacles to close revenue quickly.
• Recruit, develop, and retain top-tier talent. Ensure effective and rapid onboarding. Measure and assess Account Manager performance; motivate team members to exceed goals through coaching, training, and incentives.
• Execute retention and up-sell/cross-sell strategies designed to drive company growth via overachievement of sales targets.
• Take ownership of revenue targets and inspire the team to deliver successfully, reliably, and consistently in a high-volume, high-velocity environment.
• Implement best practices, ensure organizational optimization, and provide training to facilitate Account Manager success.
• Build and maintain dashboards and reporting frameworks to drive data-driven decisions and pipeline transparency across the organization.
• Manage a disciplined forecasting process, facilitating accurate business planning and well-informed decision-making.
• Ensure the accuracy of sales data in the technology stack. Ensure CRM data integrity, hygiene, and compliance with defined sales methodologies (e.g., MEDDPICC/MEDDIC), enabling accurate forecasting and performance management.

• A minimum of 4 years of SaaS Account Management team leadership experience in a Manager, Account Management or Senior Manager, Account Management role at a B2B SaaS company with direct responsibility for revenue retention and expansion and Account Management team performance.
• Experience in SaaS enterprise sales organizations within a rapidly evolving, hyper-growth environment.
• Knowledge/Experience in the Email Deliverability or Data Management industry.
• Ability to create and implement appropriate structure and discipline within a fluid environment.
• Demonstrated track record of delivering results against ambitious goals.
• Proficiency in strategic selling principles and tools; prior experience conducting sales training is a plus.
• Strong business acumen and understanding of SaaS sales economics, with a focus on data-driven decision-making.
• Strong analytical, strategic, operational, and productivity skills, with a focus on action and efficiency.
• High degree of professionalism and integrity, coupled with a strong work ethic, personal accountability, and respect for colleagues across all functions.
• Proven ability to attract, hire, coach, motivate, mentor, and retain top-tier talent.
• Excellent communication skills—written, verbal, active listening, and negotiation.
• Local candidates only: Must be immediately available to work a hybrid, office-based schedule (Tuesday, Wednesday, and Thursday) in our Boston, Massachusetts location. This role is not eligible for relocation or remote work.
• Ability to travel as needed (up to 25%)

• Bachelor’s degree or equivalent work experience.
• Familiarity and comfort using the MEDDPICC sales process.

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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