Director - Account Management

Job Description

Job Description

About the Role
Validity’s Director - Account Management (AM) will be a driven, ambitious, seasoned sales management professional with a track record of making an impact and exceeding targets.  In this role, you will fuel company retention and growth by leading high-performing teams of Account Managers to achieve and exceed revenue targets.  The Director will recruit, inspire, coach, and retain top sales talent as well as develop, implement, and manage the execution of customer sales strategies. Additionally, the Director will leverage business acumen and rely on a data-driven approach to manage the teams’ pipelines, ensure accurate sales forecasts and deliver results as forecasted.​

This is a hybrid office-based position which requires working 3 days per week (Tuesday, Wednesday, and Thursday) in Validity's Boston (Financial District) office location.

Team Dynamic
Join a team that is passionate about customer relationships, focused on securing and expanding customer relationships, and driven to deliver revenue retention/growth results.​​

Position Duties and Responsibilities

• ​​Lead a team of Account Managers to consistently deliver daily, weekly, monthly, and quarterly renewal/growth sales goals.
• ​Develop and implement retention and up-sell & cross-sell customer strategies designed to drive company growth via overachievement of sales targets.
• ​Take ownership of the revenue targets and inspire the team to deliver successfully, reliably, and consistently in a high-volume, high velocity culture.
• ​Constantly monitor market, competition, and customer/team feedback to iterate sales approaches and refine effective value propositions.
• ​Ensure the accuracy of sales data in sales technology stack.
• Manage a disciplined forecasting process facilitating accurate business planning and well-informed decision-making.
• ​Recruit, develop, and retain top-tier sales talent. Ensure effective and rapid onboarding. Measure and assess Senior Account Manager performance; motivate team members to exceed goals through coaching, training, and incentives.
• ​Implement best practices, ensure organizational optimization, and provide training to facilitate Account Manager success.
• ​Lead by example. Actively work deals with the team. Provide required support and remove obstacles allowing deals to close and convert to revenue quickly.
• ​Support Account Managers with customer strategies, in managing and prioritizing their leads, activities, and overall book of business.

Required Experience, Skills, and Education

• ​​5+ years’ proven and successful sales leadership within SaaS, software, or technology companies. 3+ years at the director level.
• ​Prior success managing sales organizations within a rapidly evolving, hyper-growth environment. Ability to create and implement an appropriate amount of structure and discipline within a fluid environment.
• ​Demonstrated track record of delivering results against ambitious goals.
• ​Proficiency in strategic selling principles and tools; prior experience conducting sales training.
• ​Well-developed business acumen. Understanding of SaaS sales economics.  Focus on data-driven decision-making and results-oriented approaches.
• ​Strong analytical, strategy, operational/organizational, and productivity skills.
• ​Superior leadership competencies. Exhibits a high degree of professionalism & integrity coupled with a strong work ethic, personal accountability, and demonstrated respect for others.
• ​Ability to attract/hire, coach, motivate, and mentor top-tier talent.
• ​Excellent communication skills – written, verbal, active listening, and negotiation.
• ​Travel Required - 25% ​​​​​​
• ​This role is based in our Boston, Massachusetts office.

Preferred Experience, Skills, and Education

• ​​Bachelor’s Degree or equivalent experience.
• ​Proficient in Salesforce and Microsoft Office suite including Word, Excel, PowerPoint, and Outlook​
• Familiarity and competency in the sales technology stack solutions including; SalesLoft, LinkedIn Navigator, and ZoomInfo

#LI-Hybrid

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, #1 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, Sao Paulo, and Sydney. For more information, connect with us on LinkedIn, Instagram, and Twitter.

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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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