TEAM DYNAMIC

Join a team that is passionate about customers, focused on securing and expanding customer relationships, and driven to deliver revenue retention/expansion growth results.

Position Duties and Responsibilities

• Lead a team of Account Managers to consistently achieve weekly, monthly, and quarterly renewal/expansion growth sales goals.
• Optimize the team’s sales end-to-end process from lead qualification and opportunity management to closing to shorten cycles, increase retention, expansion and win rates, and improve Account Management productivity.
• Run a repeatable, disciplined sales process focused on efficiency and consistent attainment of monthly, quarterly, and annual targets.
• Provide clear structure and accountability across the team while empowering Account Executives to operate with ownership and autonomy.
• Manage a high-performing sales engine: working collaboratively, developing and refining the operating model, cadence, KPIs, and forecasting methodologies to ensure precision in planning and execution for your Account Management team.
• Provide Account Managers with the hands-on, roll up your sleeves-level support required to effectively and productively manage a book of business. Actively work deals with the team, suggest customer and account plan strategies, assist in prioritizing activities and opportunities and remove obstacles allowing deals to close and convert to revenue quickly.
• Recruit, develop, and retain top-tier talent. Ensure effective and rapid onboarding. Measure and assess Senior Account Manager performance; motivate team members to exceed goals through coaching, training, and incentives.
• Execute retention and up-sell/cross-sell customer strategies designed to drive company growth via overachievement of sales targets.
• Take ownership of the 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 detailed 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 sales technology stack. Ensure CRM data integrity, hygiene, and compliance with defined sales methodologies (e.g., MEDDPICC/MEDDIC), enabling accurate forecasting and performance management.

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 customer success, account management, and similar SaaS enterprise 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.
• 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 across all roles and functions on the Validity team.
• Ability to attract/hire, coach, motivate, mentor and retain top-tier talent.
• Excellent communication skills – written, verbal, active listening, and negotiation.
• Travel Required - 25%
• This role is based in our London 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
• Familiarity and competency in the sales technology stack solutions including SalesLoft, LinkedIn Navigator, and ZoomInfo

ABOUT THE ROLE

Validity is hiring for a highly operational, data-driven Director of Account Management (AM). The ideal candidate will be a driven, ambitious, seasoned sales management professional with a track record of making an impact. In this role, you will fuel company retention and growth by leading high-performing teams of Senior Account Managers to achieve and exceed revenue targets. The Director will recruit, inspire, coach, and retain top SaaS sales talent as well as develop, implement, and manage the execution of customer sales strategies. Additionally, the Director 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.
This is a hybrid office-based position which requires working 3 days per week (Tuesday, Wednesday, and Thursday) in Validity’s London office location.

Position Duties and Responsibilities

• Lead a team of Account Managers to consistently achieve weekly, monthly, and quarterly renewal/expansion growth sales goals.
• Optimize the team’s sales end-to-end process from lead qualification and opportunity management to closing to shorten cycles, increase retention, expansion and win rates, and improve Account Management productivity.
• Run a repeatable, disciplined sales process focused on efficiency and consistent attainment of monthly, quarterly, and annual targets.
• Provide clear structure and accountability across the team while empowering Account Executives to operate with ownership and autonomy.
• Manage a high-performing sales engine: working collaboratively, developing and refining the operating model, cadence, KPIs, and forecasting methodologies to ensure precision in planning and execution for your Account Management team.
• Provide Account Managers with the hands-on, roll up your sleeves-level support required to effectively and productively manage a book of business. Actively work deals with the team, suggest customer and account plan strategies, assist in prioritizing activities and opportunities and remove obstacles allowing deals to close and convert to revenue quickly.
• Recruit, develop, and retain top-tier talent. Ensure effective and rapid onboarding. Measure and assess Senior Account Manager performance; motivate team members to exceed goals through coaching, training, and incentives.
• Execute retention and up-sell/cross-sell customer strategies designed to drive company growth via overachievement of sales targets.
• Take ownership of the 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 detailed 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 sales technology stack. Ensure CRM data integrity, hygiene, and compliance with defined sales methodologies (e.g., MEDDPICC/MEDDIC), enabling accurate forecasting and performance management