Sr. Account Manager

Role

Title:

Senior Account Manager (B2B SaaS Enterprise-Level 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.

One AI platform. Three decades of trust. Every layer of email.

Validity created the AI platform behind the world’s most successful email programs. We turn decades of proprietary email intelligence into AI that knows what to send, when to send it, and who’s ready to receive it - so every send is smarter than the last.

Validity is hiring an experienced, Enterprise-level Senior Account Manager to lead key, large-scale client relationships. This role focuses on long-term growth, strategic retention, and expansion within complex organizations. The Senior Account Manager will act as the strategic owner between clients and internal teams - including sales, product, and technology - to drive value and ensure client success. Success in this role requires deep client understanding, executive-level communication, and the ability to drive opportunities for upsell, cross-sell, and account expansion.

You will be responsible for driving revenue growth within existing customer accounts by nurturing trusted, strategic relationships. This includes 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. You’ll 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 is a role for a Senior Account Manager/Lead Account Manager with a minimum of 7–10 years of experience in B2B SaaS, email deliverability, data management and/or AI marketing technology platform companies with a history of demonstrated performance meeting and exceeding quota, revenue and performance goals!

• Commitment to Win
  - Consistently achieve their personal and professional goals
• Intellectual Curiosity - A strong desire to learn and 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 as well as establish, 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 which tie closely to customers’ strategic objectives as well as define a clear growth plan and 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 expertly command value-based messaging to customers.

• Minimum of 7-10 years in similar Senior Account Manager (or combination of Senior Account Executive and Senior Account Manager) roles at B2B SaaS, email deliverability, data management and/or AI marketing technology platform companies where you have demonstrated success managing Enterprise-level relationships across multiple buying centers for a multi-million-dollar book of business.
• Highly effective and strategic user of Salesforce Agentforce 360 Platform.
• Demonstrated track record of achieving retention and…