The Role
Leads enterprise sales, account management, retention, expansion, and new-business revenue. Owns sales strategy, forecasting, CRM discipline, operating processes, quota attainment, and executive customer relationships. Recruits, coaches, and retains high-performing teams while partnering with Product, Marketing, and Customer Success. Requires a data-driven approach to improving sales efficiency, shortening cycles, and delivering predictable revenue growth.
Summary Generated by Built In
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 seeking a highly operational, data-driven Vice President of Sales with a track record of making an impact and exceeding targets. In this highly visible role, you will ensure customer retention, fuel customer expansion, and secure new logos by leading a high-performing team to success. You will be responsible for implementing and optimizing the systems, processes, and tools that drive predictable revenue results.
As the Vice President of Sales, you will own current client retention and expansion as well as new business. Leading a top-tier team, you will refine the operating model and lead the development of proven account strategies to ensure high-impact engagement across the customer lifecycle. As a seasoned sales leader, you will drive revenue growth by recruiting, coaching, and retaining talent, using a data-driven approach to manage forecasting and results.
This is a hybrid office-based position that requires working 3 days per week (Tuesday, Wednesday, and Thursday) in Validity's Boston (Financial District) office location.
Position Duties and Responsibilities
Base salary range $190,000 - $225,000, OTE range $380,000 - $450,000, plus benefits, bonus opportunities, and stock options. Final salary may vary depending on skills, location, and/or experience.
#LI-Hybrid
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 seeking a highly operational, data-driven Vice President of Sales with a track record of making an impact and exceeding targets. In this highly visible role, you will ensure customer retention, fuel customer expansion, and secure new logos by leading a high-performing team to success. You will be responsible for implementing and optimizing the systems, processes, and tools that drive predictable revenue results.
As the Vice President of Sales, you will own current client retention and expansion as well as new business. Leading a top-tier team, you will refine the operating model and lead the development of proven account strategies to ensure high-impact engagement across the customer lifecycle. As a seasoned sales leader, you will drive revenue growth by recruiting, coaching, and retaining talent, using a data-driven approach to manage forecasting and results.
This is a hybrid office-based position that requires working 3 days per week (Tuesday, Wednesday, and Thursday) in Validity's Boston (Financial District) office location.
Position Duties and Responsibilities
- Own revenue delivery by running a rigorous, defined sales process.
- Leverage data to drive decisions that optimize the operating model, increase efficiency, shorten sales cycles, and improve rep productivity.
- Implement, manage, and continuously improve sales strategies to drive Validity’s growth via overachievement of revenue targets.
- Manage a disciplined forecasting and comprehensive reporting process. Ensure CRM hygiene, data integrity, and adoption of defined sales methodologies (MEDDPICC/MEDDIC) to support business planning, predictable results, and performance management.
- Act as an executive sponsor for key accounts, building C-level relationships, navigating complex renewals, and resolving high-level escalations.
- Leverage business acumen to monitor market trends, competitor activity, and customer feedback to iterate on strategies.
- Implement best practices, optimize internal processes, and ensure the effective use of the technology stack (Salesforce, LinkedIn Sales Navigator, etc.) to drive efficiency.
- Partner with Product, Marketing, and Customer Success teams to ensure alignment regarding company and customer strategies.
- Recruit, coach, develop, and retain top-tier sales and account management talent. Foster a culture of accountability and performance, ensuring rapid, effective onboarding and continuous professional development. Actively coach team members to success and remove obstacles to ensure revenue is secured quickly.
- Model core company values, maintain high accountability, and foster a transparent, collaborative culture. Demonstrate a strong work ethic and show ownership of results.
- 10+ years of progressive sales team management experience, including at least 5 years managing a sales team of at least 10 with a $10M-$15M quota.
- Proven success within B2B enterprise software sales, preferably in a rapidly evolving, high-growth environment.
- Demonstrated success in building, leading, and scaling high-performing teams (hiring, training, developing, and retaining top talent).
- Well-developed business acumen, with a strong focus on data-driven decision-making and a history of exceeding quota and achieving ARR/NRR/GRR goals.
- Exceptional communication and negotiation skills, with experience interacting with C-level stakeholders.
- This role is based in our Boston, Massachusetts office.
- Travel: Required - up to 25%.
- Bachelor’s degree or equivalent experience (MBA preferred).
- MarTech experience highly preferred.
- Proficiency in Salesforce and Microsoft Office suite (Word, Excel, PowerPoint).
- Familiarity with sales technology stack solutions: Salesloft, LinkedIn Sales Navigator, and Gong.
Base salary range $190,000 - $225,000, OTE range $380,000 - $450,000, plus benefits, bonus opportunities, and stock options. Final salary may vary depending on skills, location, and/or experience.
#LI-Hybrid
Skills Required
- 10+ years of progressive sales team management experience
- At least 5 years managing a sales team of at least 10 with a $10M-$15M quota
- Proven success in B2B enterprise software sales
- Experience building, leading, and scaling high-performing teams
- History of exceeding quota and achieving ARR, NRR, and GRR goals
- Strong data-driven decision-making and business acumen
- Exceptional communication and negotiation skills, including C-level stakeholder experience
- Ability to work three days per week in the Boston, Massachusetts office
- Ability to travel up to 25%
- Bachelor's degree or equivalent experience
- MBA
- MarTech experience
- Proficiency in Salesforce and Microsoft Office
- Familiarity with Salesloft, LinkedIn Sales Navigator, and Gong
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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.
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