Sr. Account Manager

Validity is hiring an experienced, enterprise-level Senior Account Manager to lead key, large-scale client relationships. This role focuses on long-term growth, strategic retention, and expansion within complex organizations. The Senior Account Manager will act as the strategic owner between clients and internal teams – including sales, product, and technology – to drive value and ensure client success. Success in this role requires deep client understanding, executive-level communication, and the ability to drive opportunities for upsell, cross-sell, and account expansion.

Responsibilities

• 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.
• You’ll 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.
• 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 which tie closely to customers’ strategic objectives as well as define a clear growth plan and 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.

Team Dynamic

• Commitment to Win - Consistently achieve personal and professional goals.
• Intellectual Curiosity - Strong desire to learn and understand and ask thoughtful questions.
• Critical strategic thinking - 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 self-diagnose and translate into an actionable solution.
• 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.

Required Experience, Skills, and Education

• Minimum of 7-10 years of directly related experience in similar Senior Account Manager roles at a B2B SaaS company with a history of demonstrating performance meeting and exceeding quota, revenue, and performance goals.
• 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. Well-developed strategic thinking and problem-solving skills.
• Sales cycle and negotiation expertise.
• Exceptional verbal and written communication skills as well as effective and persuasive presentation skills.
• Ability to travel as needed.

Preferred Experience, Skills, and Education

• Bachelor’s degree.

Location & Travel

Role requires local candidates available for a hybrid office-based schedule (Tuesday, Wednesday, and Thursday) at the London (Southwark) location. This role is not eligible for relocation or remote work.

Equal Employment Opportunity Statement

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.