Sr. Director - Account Management

About the Role
Validity’s Sr. Director, Enterprise 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, the Sr. Director, Enterprise AM will fuel company retention and growth by leading high-performing teams of Account Managers to achieve and exceed revenue targets. The Sr. Director, Enterprise AM will recruit, inspire, coach, and retain top sales talent as well as develop, implement, and manage the execution of customer sales strategies. The Sr. Director, Enterprise AM 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.​ 
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 team of 10 Enterprise Senior Account Managers to consistently deliver on the mini-milestones necessary to achieve daily, weekly, monthly, and quarterly renewal/growth sales goals. 
• ​Develop and implement retention and expansion customer strategies designed to inspire company growth via overachievement of sales targets. 
• ​Take ownership of the revenue expectations and inspire the team to deliver successfully, reliably, and consistently. 
• ​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

• ​​10 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 focused on net new logos. 
• ​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 may be based in our Boston, Massachusetts or Tampa, FL 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​