Sr. Director, Account Management

About the role

Validity is seeking a highly operational, data-driven Senior Director of Account Management with a track record of making an impact and exceeding targets. This role is based in the Validity Boston (Financial District) office and requires working 3 days per week (Tuesday, Wednesday, and Thursday).

Responsibilities

• Develop and implement long-term retention, up-sell, and cross-sell strategies to drive Validity growth via overachievement of revenue targets.
• 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.
• Own a team's revenue targets, managing a disciplined forecasting process for accurate business planning and reliable delivery of results.
• Act as an executive sponsor for key accounts, building C-level relationships, navigating complex renewals, and resolving high-level escalations.
• Leverage business acumen and SaaS metrics to monitor market trends, competitor activity, and customer feedback to iterate on strategies.
• Implement best practices, optimize internal processes, and ensure the effective use of the technology stack (Salesforce, LinkedIn Navigator, etc.) to drive efficiency.
• Partner with Sales, Product, and Marketing teams to ensure alignment on customer strategy, product roadmap, and overall company goals.
• Lead by example, modeling core company values, maintaining high accountability, and fostering a transparent, collaborative culture.

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, including at least 3 years at the Director level or above.
• Proven success within B2B SaaS company, preferably in a rapidly evolving, high-growth environment.
• Demonstrated success in building, leading, and scaling high-performing account management teams (hiring, training, and retaining top talent).
• Deep understanding of SaaS business economics, with a strong focus on data-driven decision-making and history of achieving/exceeding ARR/NRR/GRR goals.
• Exceptional communication and negotiation skills, with experience interacting with C-level stakeholders.

Qualifications

• 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.

Benefits

Base salary range $180,000 - $215,000, OTE range $360,000 - $430,000, plus benefits, bonus opportunities and stock options. Final salary may vary depending on skills, location, and/or experience.

Pay

$180,000 - $215,000 base salary, OTE range $360,000 - $430,000, plus benefits, bonus opportunities and stock options.

Schedule

This role is a hybrid office-based position requiring working 3 days per week (Tuesday, Wednesday, and Thursday) in Validity's Boston office.