The Senior Manager of Account Management leads a team to drive customer retention and revenue expansion, optimizing sales processes and managing performance.
Title: Senior Manager, Account Management
Location: We are focused on identifying local candidates who are immediately available to work a hybrid office-based position (Tuesday, Wednesday, and Thursday) in the team’s Boston, Massachusetts location. This role is not eligible for relocation or remote work.
Travel: up to 25%
About the Role
Validity is seeking an experienced Senior Manager of Account Management (B2B SaaS company experience is required) with a track record of making an impact and exceeding revenue targets and team performance goals. In this role, you will ensure customer retention and fuel customer expansion by leading a high-performing Account Management team to success. You will be responsible for designing and implementing the systems, processes, and tools that drive predictable revenue retention and expansion.
As the Senior Manager of Account Management, you will own client retention, expansion, and long-term value realization. You will refine the operating model and lead the development of proven account strategies to ensure high-impact engagement across the customer lifecycle. As an experienced sales manager, you will drive revenue growth by recruiting, coaching, and retaining top Account Management talent, using a data-driven approach to manage forecasting and results.
Team Dynamic
Join a team that is passionate about customers, focused on securing and expanding customer relationships, and driven to deliver revenue retention and growth results.
Position Duties and Responsibilities
Base salary range $130,000 to $150,000, OTE range $260,000 - $300,000, plus benefits, bonus opportunities and stock options. Final salary may vary depending on skills, location, and/or experience.
#LI-Hybrid
#LI-JA1
Location: We are focused on identifying local candidates who are immediately available to work a hybrid office-based position (Tuesday, Wednesday, and Thursday) in the team’s Boston, Massachusetts location. This role is not eligible for relocation or remote work.
Travel: up to 25%
About the Role
Validity is seeking an experienced Senior Manager of Account Management (B2B SaaS company experience is required) with a track record of making an impact and exceeding revenue targets and team performance goals. In this role, you will ensure customer retention and fuel customer expansion by leading a high-performing Account Management team to success. You will be responsible for designing and implementing the systems, processes, and tools that drive predictable revenue retention and expansion.
As the Senior Manager of Account Management, you will own client retention, expansion, and long-term value realization. You will refine the operating model and lead the development of proven account strategies to ensure high-impact engagement across the customer lifecycle. As an experienced sales manager, you will drive revenue growth by recruiting, coaching, and retaining top Account Management talent, using a data-driven approach to manage forecasting and results.
Team Dynamic
Join a team that is passionate about customers, focused on securing and expanding customer relationships, and driven to deliver revenue retention and growth results.
Position Duties and Responsibilities
- Lead a team of Account Managers focused on SMB & MM accounts to consistently achieve weekly, monthly, and quarterly renewal and expansion sales goals.
- Optimize the team’s end-to-end sales process, focusing on efficiency and consistent attainment of monthly, quarterly, and annual targets.
- Provide clear structure and accountability across the team while empowering Account Managers to operate with ownership and autonomy.
- Manage a high-performing account sales engine: work collaboratively to develop and refine the operating model, cadence, KPIs, and forecasting methodologies to ensure precision in planning and execution.
- Provide Account Managers with daily coaching/mentoring to manage a book of business effectively. Actively work deals with team members, suggest customer and account plan strategies, assist in prioritizing opportunities, and remove obstacles to close revenue quickly.
- Recruit, develop, and retain top-tier talent. Ensure effective and rapid onboarding. Measure and assess Account Manager performance; motivate team members to exceed goals through coaching, training, and incentives.
- Execute retention and up-sell/cross-sell strategies designed to drive company growth via overachievement of sales targets.
- Take ownership of revenue targets and inspire the team to deliver successfully, reliably, and consistently in a high-volume, high-velocity environment.
- Implement best practices, ensure organizational optimization, and provide training to facilitate Account Manager success.
- Build and maintain dashboards and reporting frameworks to drive data-driven decisions and pipeline transparency across the organization.
- Manage a disciplined forecasting process, facilitating accurate business planning and well-informed decision-making.
- Ensure the accuracy of sales data in the technology stack. Ensure CRM data integrity, hygiene, and compliance with defined sales methodologies (e.g., MEDDPICC/MEDDIC), enabling accurate forecasting and performance management.
- A minimum of 4 years of SaaS Account Management team leadership experience in a Manager, Account Management or Senior Manager, Account Management role at a B2B SaaS company with direct responsibility for revenue retention and expansion and Account Management team performance.
- Experience in SaaS enterprise sales organizations within a rapidly evolving, hyper-growth environment.
- Knowledge/Experience in the Email Deliverability or Data Management industry.
- Ability to create and implement appropriate 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 is a plus.
- Strong business acumen and understanding of SaaS sales economics, with a focus on data-driven decision-making.
- Strong analytical, strategic, operational, and productivity skills, with a focus on action and efficiency.
- High degree of professionalism and integrity, coupled with a strong work ethic, personal accountability, and respect for colleagues across all functions.
- Proven ability to attract, hire, coach, motivate, mentor, and retain top-tier talent.
- Excellent communication skills—written, verbal, active listening, and negotiation.
- Local candidates only: Must be immediately available to work a hybrid, office-based schedule (Tuesday, Wednesday, and Thursday) in our Boston, Massachusetts location. This role is not eligible for relocation or remote work.
- Ability to travel as needed (up to 25%)
- Bachelor’s degree or equivalent work experience.
- Familiarity and comfort using the MEDDPICC sales process.
Base salary range $130,000 to $150,000, OTE range $260,000 - $300,000, plus benefits, bonus opportunities and stock options. Final salary may vary depending on skills, location, and/or experience.
#LI-Hybrid
#LI-JA1
Validity Inc. Boston, Massachusetts, USA Office
100 Summer St, Suite 2900, Boston, Massachusetts, United States, 02110 2106
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