Sr. Director, Account Management

Validity Inc.; Boston (MA); Hybrid; USD 180,000 - 215,000; Full time

Benefits offered by this job

Bonus opportunities

Stock options

Comprehensive benefits

Job summary

Validity Inc. is seeking a Senior Director of Account Management in Boston, Massachusetts. This role is pivotal in customer retention and revenue growth, leading a team tailored to expand client engagement and strategic account management.

The ideal candidate will have at least 7 years in SaaS management, with proven success in a high-growth B2B environment. A competitive salary of $180,000 – $215,000 is offered, with significant OTE potential, alongside comprehensive benefits.

Qualifications

• Minimum of 7 years in SaaS account management with at least 3 years at Director level.
• Proven success within B2B SaaS company.
• Exceptional communication and negotiation skills.

Responsibilities

• Develop and implement retention, upsell, and cross-sell strategies.
• Recruit, coach, and develop account management talent.
• Own team’s revenue targets and manage forecasting process.
• Engage with key accounts and resolve escalations.
• Monitor market trends and customer feedback.

Skills

Team management

Customer retention

Data-driven decision making

Leadership

Strategic account engagement

Revenue forecasting

Education

Bachelor’s Degree or equivalent experience

Tools

Salesforce

Microsoft Office Suite

LinkedIn Navigator

Job description

Location

We are focused on identifying local candidates who can work a hybrid office‑based position (3 days per week: Tuesday, Wednesday, and Thursday) in the team’s Boston, Massachusetts location. This role is not eligible for remote work or relocation.

Travel

Up to 25%

About the Role

Validity is seeking a highly operational, data‑driven Senior Director of Account Management (B2B SaaS company experience is required) with a track record of making an impact and exceeding targets. In this highly visible role, you will ensure customer retention and fuel customer expansion by leading a high‑performing team to success. You will be responsible for designing and implementing the systems, processes, and tools that drive predictable revenue retention and expansion results. As the Senior Director of Account Management, you will own client retention, expansion, and long‑term value realization. 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.

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

• Revenue Strategies: develop and implement long‑term retention, upsell, and cross‑sell strategies to drive Validity growth via overachievement of revenue targets.
• Team Leadership & Talent Development: recruit, coach, develop, and retain top‑tier 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.
• Revenue & Forecasting: own a team’s revenue targets, managing a disciplined forecasting process for accurate business planning and reliable delivery of results.
• Strategic Account Engagement: act as an executive sponsor for key accounts, building C‑level relationships, navigating complex renewals, and resolving high‑level escalations.
• Data‑Driven Decision Making: leverage business acumen and SaaS metrics to monitor market trends, competitor activity, and customer feedback to iterate on strategies.
• Operational Excellence: implement best practices, optimize internal processes, and ensure the effective use of the technology stack (Salesforce, LinkedIn Navigator, etc.) to drive efficiency.
• Cross‑Functional Collaboration: partner with Sales, Product, and Marketing teams to ensure alignment on customer strategy, product roadmap, and overall company goals.
• Lead by Example: model core company values, maintain high accountability, and foster a transparent, collaborative culture. Demonstrate a strong work ethic and show ownership of results.

Required Experience, Skills, and Education

• A minimum of 7 years of progressive team management experience in SaaS account management, SaaS sales, or SaaS customer success with responsibility for revenue retention and expansion, with at least 3 years at the Director level or above.
• Industry: proven success within B2B SaaS company, preferably in a rapidly evolving, high‑growth environment.
• Leadership: demonstrated success in building, leading, and scaling high‑performing account management teams (hiring, training, and retaining top talent).
• Strategy & Metrics: deep understanding of SaaS business economics, with a strong focus on data‑driven decision‑making and history of achieving/exceeding ARR/NRR/GRR goals.
• Executive Presence: exceptional communication and negotiation skills, with experience interacting with C‑level stakeholders.
• Location: this role is based in our Boston, Massachusetts office.
• Travel: required – up to 25%.

Preferred Experience, Skills, and Education

• 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 Navigator, and ZoomInfo.

Compensation

Base salary range $180,000 – $215,000, OTE range $360,000 – $430,000, plus benefits, bonus opportunities and stock options. Final salary may vary depending on skills, location, and/or experience.

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, AID/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.