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 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.
Skills
Data-driven decision making.
Strategic account engagement.
Team leadership and talent development.
Revenue strategies and forecasting.
Operational excellence and process optimization.
Collaboration with cross-functional teams.
Executive presence and communication skills.
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
Schedule
Hybrid office-based position, working 3 days per week (Tuesday, Wednesday, and Thursday) in Validity's Boston (Financial District) office location.