Sr. Account Manager

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 an experienced Senior/Lead Senior Account Manager with a minimum of 7 10 years of directly related experience in similar roles at B2B SaaS organizations with a history of demonstrated performance meeting and exceeding quota, revenue and performance goals.

Team Dynamic

• Commitment to Win - Consistently achieve personal and professional goals.
• Intellectual Curiosity - A strong desire to learn, 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 - Humble, acknowledge strengths and weaknesses, take feedback well, and translate it into actionable solutions.
• 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 and 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, define a clear growth plan and achieve revenue targets; create demand.
• Upsell, cross sell and renew accounts while 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 applied as needed.
• Develop deep industry and product knowledge and expertly command value based messaging to customers.

Required Experience, Skills, and Education

• Minimum of 7 10 years in similar Senior Account Manager (or combination of Senior Account Executive and Senior Account Manager) roles at a B2B SaaS company, managing enterprise level relationships across multiple buying centers for a multi million dollar book of business.
• 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; well developed strategic thinking and problem solving skills.
• Sales cycle and negotiation expertise.
• Exceptional verbal and written communication skills, effective and persuasive presentation skills.
• Focused on identifying local candidates who are immediately available to work a hybrid office based position (Tuesday, Wednesday, and Thursday) in the team's London (Southwark) location. This role is not eligible for relocation or remote work.
• Ability to travel as needed.

Preferred Experience, Skills, and Education

• Bachelor's degree.

About Validity

For over 20 years, tens of thousands of organizations across the world have relied on Validity solutions to target, contact, engage, and retain customers - using trustworthy data as a key advantage. Validity's flagship products - Everest, DemandTools, BriteVerify, and GridBuddy Connect - are all highly rated, solutions for sales and marketing professionals. These solutions deliver smarter email campaigns, more qualified leads, more productive sales, and ultimately faster growth.

Validity is a truly unique company - massive revenue growth, top tier investors, 5 star product ratings, proven ability to acquire and integrate top tech companies and welcome them into the Validity family, a winning culture, and a work environment that fosters hard work, trust, and fun.

Headquartered in Boston, Validity has offices in Denver, London, São Paulo, and Sydney. For more information, connect with us on LinkedIn, Instagram, and Twitter.

Equal Opportunity Employer

Validity is proud to be an equal opportunity employer. We are committed to providing equal employment opportunities to all employees and applicants for employment regardless of actual or perceived race, color, ancestry, national origin, citizenship, religion or creed, age, physical or mental disability, medical condition, AIDs/HIV status, genetic information, military and veteran status, sex, parental status (including pregnancy and pregnancy related conditions, childbirth, post childbirth, nursing mother, parent of a young child and parent of a foster child), gender (including gender identity and expression), sexual orientation, marital status (including registered domestic partner status), or any other characteristic protected by applicable federal, state, or local law.

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