The Role
Own strategic enterprise client relationships, retention, renewals, upsell, cross-sell, and account expansion for a B2B SaaS portfolio. Develop account plans, understand customer objectives and competitive landscapes, create demand, build value-based business cases, manage MEDDPICC sales processes, and coordinate internal stakeholders. The role requires executive communication, enterprise selling expertise, Salesforce Agentforce 360 proficiency, quota achievement, and 7–10 years of relevant experience. It is hybrid in Boston and requires travel as needed.
Summary Generated by Built In
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.
About the Role
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!
Team Dynamic
Base salary range $130,000 - $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.
#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, 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.
About the Role
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!
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 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 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. Well-developed strategic thinking and problem-solving skills.
- Sales cycle and negotiation expertise.
- 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, Massachusetts 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 $130,000 - $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.
#LI-Hybrid
Skills Required
- 7–10 years of experience in senior account management or combined senior account executive and senior account manager roles
- Experience in B2B SaaS, email deliverability, data management, and/or AI marketing technology platform companies
- Experience managing enterprise-level relationships across multiple buying centers for a multi-million-dollar book of business
- Strategic proficiency with the Salesforce Agentforce 360 Platform
- Demonstrated success achieving retention and growth targets
- Business development and value-based selling capabilities
- Strong business acumen, operational skills, and analytical skills
- Ability to cultivate relationships with diverse buying personas
- Experience developing strategic account plans that create demand
- Strategic thinking, tactical execution, problem-solving, and ability to understand complex business environments
- Sales cycle and negotiation expertise
- Exceptional verbal, written, and persuasive presentation skills
- Local Boston-area availability for hybrid office work Tuesday through Thursday
- 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
Am I A Good Fit?
Get Personalized Job Insights.
Our AI-powered fit analysis compares your resume with a job listing so you know if your skills & experience align.
Success! Refresh the page to see how your skills align with this role.
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.
