Vice President of Sales

Location: Boston, MA (Hybrid - 3 days/week)
Travel: Up to 25%


About the Role
Validity is seeking a highly operational, data-driven Vice President of Sales to lead and optimize our global sales engine. This executive will be responsible for designing, implementing, and continuously improving the systems, processes, tools, and talent that drive scalable and predictable revenue growth.
The Vice President of Sales will focus on building a high-efficiency sales organization - from territory design and sales playbooks to pipeline management and forecast accuracy. Success in this role will be defined by the ability to run the mechanics of a complex go-to-market operation while leading with discipline, process rigor, and a commitment to continuous improvement. This role is for an operationally-minded Vice President of Sales who has experience optimizing the mechanics behind a revenue machine, and knows what it take to grow from $150M to $500M+ in ARR.

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.

Key Responsibilities

• Own revenue delivery by running a repeatable, disciplined sales process focused on efficiency, conversion rates, and consistent attainment of monthly, quarterly, and annual targets.
• Architect and manage a high-performing sales engine: develop and refine the operating model, cadence, KPIs, and forecasting methodologies to ensure precision in planning and execution.
• Optimize the sales process end-to-end: from lead qualification and opportunity management to closing - to shorten cycles, increase win rates, and improve rep productivity.
• Partner with Marketing, Sales Ops, Product, and Customer Success to align the full GTM motion around a shared set of metrics and customer insights.
• Build and maintain detailed dashboards and reporting frameworks to drive data-driven decisions and pipeline transparency across the organization.
• Recruit, develop, and retain world-class sales talent. Implement structured onboarding, coaching, and career development to build bench strength and scale leadership capacity.
• Provide clear structure and accountability across the team while empowering Sales Managers and Account Executives to operate with ownership and autonomy.
• Ensure CRM data integrity, hygiene, and compliance with defined sales methodologies (e.g., MEDDPICC/MEDDIC), enabling accurate forecasting and performance management.
• Continuously analyze market dynamics and feedback loops to refine segmentation, pricing, sales motions, and competitive positioning.
• Actively support large, strategic deals by removing roadblocks, guiding strategy, and ensuring cross-functional alignment.

Qualifications

• 15+ years of experience in sales leadership roles, including 7+ years at the VP level, with a strong emphasis on building and scaling operationally rigorous sales organizations.
• Demonstrated success leading enterprise and mid-market sales teams in high-growth B2B SaaS or tech companies.
• Expertise in pipeline management, sales operations, territory planning, and sales enablement at scale.
• Strong command of sales methodologies such as MEDDPICC or MEDDIC; experience building methodology adoption across distributed teams.
• Deep experience working within structured sales systems (e.g., Salesforce, Outreach and Gong) to drive data quality, forecast accuracy, and process consistency.
• Strong analytical mindset with fluency in sales metrics, funnel analysis, and forecasting. Able to interpret and act on data to drive performance.
• Experienced in leading through change - implementing process improvements, driving adoption of tools, and leading cross-functional transformation initiatives.
• High degree of leadership maturity with an emphasis on coaching, consistency, and operational discipline.
• Excellent communication, executive presence, and ability to build trust across all levels of the organization.

This role is ideal for a sales leader who thrives in complex systems, knows how to build scalable infrastructure, and understands that revenue performance is the product of disciplined execution across every aspect of the sales engine. This is a rare opportunity to own the mechanics of revenue growth at a company with momentum. Validity is at an inflection point: solid product-market fit, strong leadership, and ambitious targets. This is a great opportunity to take something to the next level by laying the tracks for the next stage of scale with the full support of executive leadership.

Base salary range $200,000 - $250,000, OTE range $400,000 - $500,000, plus benefits, bonus opportunities and stock options. Final salary may vary depending on skills, location, and/or experience.

#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, a nd 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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