About the Role
The Sr. Account Manager is responsible for growing revenue from existing customers by nurturing and expanding trusted advisor relationships with customers, gaining a deep understanding of customers’ needs and developing strategic account plans which include compelling business cases mapped to various customer contact personas.
The Sr. Account Manager will leverage a deep understanding of customer needs, processes, strategies and goals to create a roadmap of near and long-term growth targets within existing customer accounts.
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
Position Duties and Responsibilities
- 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.
Required Experience, Skills, and Education
- 7+ years managing enterprise-level relationships across multiple buying centers for a multi-million-dollar book of business.
- 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.
- Ability to travel as needed.
- This is a hybrid role; in-office days are Tuesday, Wednesday, Thursday
Preferred Experience, Skills, and Education
- Bachelor’s degree
- SaaS sales experience
- Well experienced with Salesforce
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.
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