The Role
Manage and grow named mid-market and enterprise SaaS accounts through strategic retention, renewals, upselling, and cross-selling. Build account plans aligned with customer objectives, develop trusted executive relationships, create demand, achieve revenue targets, and lead end-to-end sales processes using MEDDPICC. Collaborate with sales, product, and technology teams while delivering value-based messaging and maintaining strong knowledge of customer operations, industry trends, and competitive positioning.
Summary Generated by Built In
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, MA (Financial District) office 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.
About the Role
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. 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. 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 is a role 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!
Team Dynamic
Base salary range $70,000 - $100,000, OTE range $140,000 - $200,000, plus benefits, bonus opportunities and stock options. Final salary may vary depending on skills, location, and/or experience.
#LI-Hybrid
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, MA (Financial District) office 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.
About the Role
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. 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. 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 is a role 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!
Team Dynamic
- 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 4 years in similar Account Manager (or combination of Account Manager and Account Executive) roles at B2B, SaaS companies where you have demonstrated success 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 as well as effective and persuasive presentation skills.
- We are focused on identifying local candidates who are immediately available to work a hybrid office-based position (Tuesday, Wednesday, and Thursday) in the team’s Boston, MA (Financial District) location. This role is not eligible for relocation or remote work.
- Ability to travel as needed.
- Bachelor’s degree or equivalent experience
- Industry experience in email deliverability, data management, and/or AI marketing technology platform sales
Base salary range $70,000 - $100,000, OTE range $140,000 - $200,000, plus benefits, bonus opportunities and stock options. Final salary may vary depending on skills, location, and/or experience.
#LI-Hybrid
Skills Required
- Minimum 4 years of experience in similar Account Manager or Account Executive roles at B2B SaaS companies
- Experience managing mid-market and enterprise relationships across multiple buying centers
- Strategic proficiency with Agentforce 360 Platform, formerly Salesforce Platform
- Demonstrated success achieving retention and growth targets
- Business development and value-based selling capabilities
- Strong business acumen, operational, analytical, strategic thinking, and problem-solving skills
- Ability to cultivate relationships with varied buying personas
- Experience developing strategic account plans that create demand
- Sales cycle and negotiation skills
- Exceptional verbal, written, presentation, and persuasive communication skills
- Local availability to work hybrid in Boston, Massachusetts, Tuesday through Thursday
- Ability to travel as needed
- Bachelor's degree or equivalent experience
- Industry experience in email deliverability, data management, or AI marketing technology platform sales
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The Company
What We Do
Businesses run better and grow faster with trustworthy data. For over 20 years, tens of thousands of organizations across the world have relied on Validity solutions – including Everest, DemandTools, BriteVerify, GridBuddy Connect, and MailCharts – to target, contact, engage, and retain customers effectively. Marketing, sales, and customer success teams worldwide trust Validity solutions to help them create smarter campaigns, generate leads, drive response, and increase revenue.
