The Role
As a Senior Account Manager, you'll drive revenue growth by developing strategic relationships, understanding customer needs, and executing account strategies. Responsibilities include account expansion, managing sales processes, and collaborating cross-functionally to ensure customer success.
Summary Generated by Built In
About the Role
As a Senior Account Manager, you will be responsible for driving revenue growth within existing customer accounts by nurturing strategic, trusted-advisor relationships. Your focus will be on deeply understanding customer needs and developing 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.
Team Dynamic
As a Senior Account Manager, you will be responsible for driving revenue growth within existing customer accounts by nurturing strategic, trusted-advisor relationships. Your focus will be on deeply understanding customer needs and developing 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.
Team Dynamic
- Commitment to Win: Consistently achieve personal and professional goals.
- Intellectual Curiosity: Eager to learn, ask questions, and deepen your understanding of customers and solutions.
- Strategic thinking: Synthesize information quickly and apply logic to generate practical recommendations.
- Coachability: Welcomes feedback, self-assess, and takes action to continuously improve.
- Strong communicator: Confidently present and collaborate with internal and external stakeholders.
- Proactive and Independent: Self-starter who takes initiative while effectively collaborating when needed. Passion for providing solutions to ensure our clients’ success.
- Establish and grow strategic, trusted relationships across multiple levels of client organizations, including executive leadership.
- Gain a deep understanding of each customer’s business strategy, technology stack, industry dynamics, and growth objectives.
- Develop comprehensive account plans aligned to customer goals and identify clear revenue growth opportunities.
- Drive account expansion through upsell, cross-sell, and renewal strategies to meet retention and growth targets.
- Own the full sales process end-to-end using MEDDPICC, coordinating internal and external resources to align on account execution.
- Develop strong industry and product knowledge to deliver value-driven messaging tailored to each customer.
- Collaborate cross-functionally with internal teams to ensure optimal customer outcomes.
- 7+ years managing enterprise-level customer relationships and multi-million-dollar books of business.
- Proven track record in meeting or exceeding retention and revenue growth targets.
- Strong experience in value-based selling and business development.
- Excellent business acumen, including analytical and operational skills.
- Proven ability to manage and grow relationships across multiple buying personas.
- Experience building and executing strategic account plans to drive demand and growth.
- Skilled in sales strategy, negotiation, and solution-oriented selling.
- Exceptional communication and presentation abilities.
- Willingness to travel as needed.
- This is a hybrid role: in-office presence is required on Tuesday, Wednesday, and Thursday of each week.
- Bachelor’s degree
- SaaS sales experience
- Proficiency with Salesforce
Top Skills
Salesforce
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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.
