About the Role

The Key Account Director (KAD) is the overall account leader for Validity’s key accounts.  The KAD is responsible for growing revenue from existing customers by nurturing and expanding trusted advisor relationships with customers, gaining a deep understanding of customers’ needs and developing strategic account plans which include compelling business cases mapped to new persona customer contacts.

The KAD will leverage a deep understanding of customer needs, processes, strategies and goals to create a roadmap of near and long-term growth targets within key accounts.

Team Dynamic

• Commitment to Win - Consistently achieve their personal and professional goals

• Intellectual Curiosity - A strong desire to learn and understand and ask thoughtful questions

• Critical strategic thinking - The ability to find and synthesize information, apply logic to problems, and quickly analyze information to provide a recommendation

• Coachability - You are 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 our clients’ success

  Position Duties and Responsibilities

• 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.

• Take overall ownership of the end-to-end sales process utilizing MEDDPICC for key accounts.  Coordinate and communicate cross-functionally to ensure internal and external stakeholders are aligned and appropriate resources are applied as needed.

• 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.

• Develop deep industry and product knowledge and expertly command value-based messaging to customers.

  Required Experience, Skills, and Education

• 10+ years managing key or enterprise-level relationships across multiple buying centers for a book of business valued at 2.5 million or more.

• 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 think strategically and execute tactically.

• Sales cycle and negotiation expertise

• Ability to cultivate productive client relationships.

• Well-developed strategic thinking and problem-solving skills.

• Exceptional verbal and written communication skills as well as effective and persuasive presentation skills

• Ability to travel as much as needed.

• This is a hybrid role; in-office days are Tuesday, Wednesday, and Thursday.

  Preferred Experience, Skills, and Education

• Bachelor’s degree

  About Validity

  For over 20 years, tens of thousands of organizations across the world have relied on Validity solutions to target, contact, engage, and retain customers – using trustworthy data as a key advantage. Validity’s flagship products – Everest, DemandTools, BriteVerify, a nd GridBuddy Connect – are all highly rated, #1 solutions for sales and marketing professionals. These solutions deliver smarter email campaigns, more qualified leads, more productive sales, and ultimately faster growth.

  Validity is a truly unique company - massive revenue growth, top-tier investors, 5-star product ratings, proven ability to acquire and integrate top tech companies and welcome them into the Validity family, a winning culture, and a work environment that fosters hard work, trust, and fun.

  Headquartered in Boston, Validity has offices in Tampa, Denver, London, Sao Paulo, and Sydney. For more information, connect with us on LinkedIn, Instagram, and Twitter.

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.

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