About the RoleValidity is seeking a highly operational, data-driven Vice President of Sales with a track record of making an impact and exceeding targets. In this highly visible role, you will ensure customer retention, fuel customer expansion, and secure new logos by leading a high-performing team to success. You will be responsible for implementing and optimizing the systems, processes, and tools that drive predictable revenue results.
As the Vice President of Sales, you will own current client retention and expansion as well as new business. Leading a top-tier team, you will refine the operating model and lead the development of proven account strategies to ensure high-impact engagement across the customer lifecycle. As a seasoned sales leader, you will drive revenue growth by recruiting, coaching, and retaining talent, using a data-driven approach to manage forecasting and results.
This is a hybrid office-based position that requires working 3 days per week (Tuesday, Wednesday, and Thursday) in Validity's Boston (Financial District) office location.Position Duties and Responsibilities - Own revenue delivery by running a rigorous, defined sales process.
- Leverage data to drive decisions that optimize the operating model, increase efficiency, shorten sales cycles, and improve rep productivity.
- Implement, manage, and continuously improve sales strategies to drive Validity's growth via overachievement of revenue targets.
- Manage a disciplined forecasting and comprehensive reporting process. Ensure CRM hygiene, data integrity, and adoption of defined sales methodologies (MEDDPICC/MEDDIC) to support business planning, predictable results, and performance management.
- Act as an executive sponsor for key accounts, building C-level relationships, navigating complex renewals, and resolving high-level escalations.
- Leverage business acumen to monitor market trends, competitor activity, and customer feedback to iterate on strategies.
- Implement best practices, optimize internal processes, and ensure the effective use of the technology stack (Salesforce, LinkedIn Sales Navigator, etc.) to drive efficiency.
- Partner with Product, Marketing, and Customer Success teams to ensure alignment regarding company and customer strategies.
- Recruit, coach, develop, and retain top-tier sales and account management talent. Foster a culture of accountability and performance, ensuring rapid, effective onboarding and continuous professional development. Actively coach team members to success and remove obstacles to ensure revenue is secured quickly.
- Model core company values, maintain high accountability, and foster a transparent, collaborative culture. Demonstrate a strong work ethic and show ownership of results.
Required Experience, Skills, and Education - 10+ years of progressive sales team management experience, including at least 5 years managing a sales team of at least 10 with a $10M-$15M quota.
- Proven success within B2B enterprise software sales, preferably in a rapidly evolving, high-growth environment.
- Demonstrated success in building, leading, and scaling high-performing teams (hiring, training, developing, and retaining top talent).
- Well-developed business acumen, with a strong focus on data-driven decision-making and a history of exceeding quota and achieving ARR/NRR/GRR goals.
- Exceptional communication and negotiation skills, with experience interacting with C-level stakeholders.
- This role is based in our Boston, Massachusetts office.
- Travel: Required - up to 25%.
Preferred Experience, Skills, and Education - Bachelor's degree or equivalent experience (MBA preferred).
- MarTech experience highly preferred.
- Proficiency in Salesforce and Microsoft Office suite (Word, Excel, PowerPoint).
- Familiarity with sales technology stack solutions: Salesloft, LinkedIn Sales Navigator, and Gong.
Base salary range $190,000 - $225,000, OTE range $380,000 - $450,000, plus benefits, bonus opportunities, and stock options. Final salary may vary depending on skills, location, and/or experience. #LI-Hybrid
