Account Manager

Validity; Boston (MA); Hybrid; USD 70,000 - 100,000; Full time

Benefits offered by this job

Stock options

Bonus opportunities

Benefits

Job summary

Validity is seeking an Account Manager with SaaS experience to drive long‑term growth within named Mid‑Market and Enterprise‑Level accounts. You will act as the strategic owner between clients and internal teams—sales, product, and technology—to drive value and customer success.

You will nurture trusted relationships, understand customer objectives and build tailored strategies with business cases. A minimum of 4 years in a similar role at a B2B SaaS company with quota attainment is required.

Qualifications

• 4+ years in similar Account Manager roles at B2B SaaS with mid‑market/enterprise relationships.

Responsibilities

• Achieve trusted adviser status and grow relationships between accounts and internal teams.
• Understand customers’ strategic objectives, growth plans and tech stack.
• Develop account plans linked to customer objectives and revenue targets.
• Upsell, cross‑sell and renew with retention and growth focus.
• Own end‑to‑end sales process using MEDDPICC and coordinate cross‑functionally.
• Build deep industry/product knowledge and deliver value‑based messaging.

Skills

SaaS sales

Account management

Mid‑Market & Enterprise

MEDDPICC

Sales negotiations

Client relationships

Strategic planning

Education

Bachelor’s degree

Tools

Agentforce 360 Platform

Job description

Role Title: Account Manager (SaaS Experience Required)

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.

About the Role

Validity is hiring for an Account Manager with SaaS experience to focus on long-term growth, strategic retention, and expansion within named Mid-Market and Enterprise-Level accounts. The Account Manager will act as the strategic owner between clients and internal teams – including sales, product, and technology – to drive value and ensure customer success.

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. In addition, you will 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 Account Manager with a minimum of 4 years of directly related experience in a similar role at a B2B, SaaS organization 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, and take feedback well; able to diagnose and translate 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 clients’ success

Position Duties and Responsibilities

• Achieve trusted advisor status individually as well as 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 that tie closely to customers’ strategic objectives and define a clear growth plan to achieve revenue targets. Create demand.
• Upsell, cross‑sell and renew accounts 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 are applied as needed.
• Develop deep industry and product knowledge and expertly command value‑based messaging to customers.

Required Experience, Skills, and Education

• Minimum of 4 years in similar Account Manager (or combination of Account Manager and Account Executive) roles at B2B, SaaS companies where you have demonstrated success managing Mid‑Market and Enterprise‑Level relationships across multiple buying centers.
• 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. Strong strategic thinking and problem‑solving skills.
• Sales cycle and negotiation skills.
• Exceptional verbal and written communication skills as well as effective and persuasive presentation skills.
• Local, immediate availability for a hybrid office-based position (Tuesday, Wednesday, Thursday) in Boston, Massachusetts. This role is not eligible for relocation or remote work.
• Ability to travel as needed.

Preferred Experience, Skills, and Education

• Bachelor’s degree or equivalent experience
• Knowledge/Experience in Email Deliverability or Data Management Industry

Base salary range $70,000 - $100,000, OTE range $140,000 - $200,000, plus benefits, bonus opportunities and stock options.

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.