Account Manager

Role

Title:

Account Manager (SaaS Experience Required)

LOCATION:

We are focused on identifying local candidates who can work a hybrid office-based position (Tuesday, Wednesday, and Thursday) in the team’s Boston, Massachusetts location. This role is not eligible for remote work or relocation.

Validity is hiring for an Account Manager with SaaS experience to focus on long‑term growth, strategic retention, and expansion within named Mid‑Market and Enterprise‑Level accounts. The Account Manager will act as the strategic owner between clients and internal teams - including sales, product, and technology - to drive value and ensure customer success. You will be responsible for driving revenue growth within existing customer accounts by nurturing trusted, strategic relationships, gaining a comprehensive understanding of your customer’s needs and creating tailored account strategies that align with their goals, backed by compelling business cases for various personas.

In addition, you will 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.

This role is for an Account Manager with a minimum of 4 years of directly‑related experience in a similar role at a B2B SaaS organization with a history of demonstrated performance meeting and exceeding quota, revenue and performance goals.

• Commitment to Win - Consistently achieve personal and professional goals
• Intellectual Curiosity - A strong desire to learn, understand, and ask thoughtful questions
• Critical Strategic Thinking - The ability to find and synthesize information, apply logic to problems, and quickly analyze information to provide a recommendation
• Coachability - You are humble, acknowledge strengths and weaknesses, and take feedback well; able to self‑diagnose and translate into an actionable solution
• Strong communicator
• Self‑starter who can work independently and with a team as necessary to secure business
• Passion for providing solutions to ensure our clients’ success

• Achieve trusted advisor status individually and nurture and grow relationships between accounts and internal executive teams
• Learn and understand customers’ strategic objectives, growth plans, tech stack, competitive landscape, and industry trends
• Develop detailed account plans that tie closely to customers’ strategic objectives and define a clear growth plan to achieve revenue targets; create demand
• Upsell, cross‑sell and renew accounts achieving retention and growth targets
• Take overall ownership of the end‑to‑end sales process utilizing MEDDPICC; coordinate and communicate cross‑functionally to ensure internal and external stakeholders are aligned and appropriate resources are applied as needed
• Develop deep industry and product knowledge and command value‑based messaging to customers

• Minimum of 4 years in similar Account Manager (or combination of Account Manager and Account Executive) roles at B2B SaaS companies managing Mid‑Market and Enterprise‑Level relationships across multiple buying centers
• Highly effective and strategic user of Agentforce 360 Platform (Formerly Salesforce Platform)
• Demonstrated track record of achieving retention and growth targets
• Proven business development and value‑based selling capabilities
• Strong business acumen, operational and analytical skills; ability to understand complex business environments, structures, drivers and manage your book like a business
• Ability to cultivate productive client relationships with a variety of buying personas
• Experience developing strategic account plans aimed at creating demand
• Ability to think strategically and execute tactically; strong strategic thinking and problem‑solving skills
• Sales cycle and negotiation skills
• Exceptional verbal and written communication skills and persuasive presentation skills
• Ability to travel as needed

• Bachelor’s degree or equivalent experience
• Knowledge/Experience in Email Deliverability or Data Management Industry

Base salary range…