Sr. Manager, Account Management

About the role

Validity is seeking an experienced Senior Manager of Account Management (B2B SaaS company experience is required) with a track record of making an impact and exceeding revenue targets and team performance goals. In this role, you will ensure customer retention and fuel customer expansion by leading a high-performing Account Management team to success. You will be responsible for designing and implementing the systems, processes, and tools that drive predictable revenue retention and expansion.

Team Dynamic

Join a team that is passionate about customers, focused on securing and expanding customer relationships, and driven to deliver revenue retention and growth results.

Position Duties and Responsibilities

• 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.

Requirements

• 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.

Benefits

Base salary range $130,000 to $150,000, OTE range $260,000 - $300,000, plus benefits, bonus opportunities and stock options. Final salary may vary depending on skills, location, and/or experience.

Pay

Final salary may vary depending on skills, location, and/or experience.

Schedule

Hybrid office-based position (Tuesday, Wednesday, and Thursday) in the team’s Boston, Massachusetts location. This role is not eligible for relocation or remote work.