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 through 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.
The role is based in the Boston, Massachusetts office.
Travel is required up to 25%.
Proficiency in Salesforce and the Microsoft Office suite, including Word, Excel, and PowerPoint.
Familiarity with sales technology stack solutions including Salesloft, LinkedIn Sales Navigator, and Gong.
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 representative productivity.
Implement, manage, and continuously improve sales strategies to drive company growth through 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.
Monitor market trends, competitor activity, and customer feedback to iterate on strategies.
Implement best practices, optimize internal processes, and ensure effective use of the technology stack, including Salesforce and LinkedIn Sales Navigator, to drive efficiency.
Partner with Product, Marketing, and Customer Success teams to align company and customer strategies.
Recruit, coach, develop, and retain sales and account-management talent; foster accountability and performance, ensure effective onboarding and continuous professional development, coach team members, and remove obstacles to secure revenue.
Model company values, maintain accountability, and foster a transparent, collaborative culture while demonstrating ownership of results.
Desired Qualifications
A bachelor's degree or equivalent experience; an MBA is preferred.
MarTech experience.
LOCATION: We are focused on identifying local candidates who can work a hybrid office-based position (Tuesday, Wednesday and Thursday) in the team’s Boston, Massachusetts location. This role is not eligible for remote work or relocation.
One AI platform. Three decades of trust. Every layer of email.
Validity created the AI platform behind the world’s most successful email programs. We turn decades of proprietary email intelligence into AI that knows what to send, when to send it, and who’s ready to receive it - so every send is smarter than the last.
About the Role Validity 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
About Validity
Validity has operated at the center of the email ecosystem for nearly 30 years—shaping how it works, setting the standards others follow, and earning the trust of the world's biggest brands and mailbox providers along the way.
That trust is built on something unique: the world's largest email data network, comprised of proprietary signals from ISPs, exclusive mailbox provider partnerships, and more than 2.5 billion behavioral data points processed daily.
That data-driven foundation gives our AI a depth of context no competitor can replicate—and it's what powers Validity Engage, the AI email platform that enables enterprise teams to send smarter, more successful campaigns.
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 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.
Validity has introduced a Model Context Protocol connector for its Engage platform, allowing enterprise marketers to access email intelligence through their existing AI tools. The new feature enables users to query campaign performance, inbox placement, and competitive data through natural language questions.
The expansion includes enhanced pre-send capabilities to identify issues before campaigns launch. According to Validity research, two out of three organisations increased marketing decisions delegated to autonomous AI agents in the past year.
The MCP connector integrates Engage's monitoring data with other marketing tools, including ESPs and CRMs. Matt Gore, Validity's CTO, said the integration provides answers that previously required days of analyst work.
The new capabilities are now available to Engage customers. Validity processes more than 2.5 billion email behavioural data points daily through partnerships with ISPs and mailbox providers.
Validity Engage expands email intelligence into tools marketers already use with MCP connector.
October 8, 2026
Expanded pre-send and marketing intelligence capabilities help enterprise marketers identify and act on blind spots before they cost revenue
BOSTON, Oct. 8, 2026 /PRNewswire/ - Validity, the leading provider of Enterprise AI solutions for digital marketers, announces extended capabilities in Engage, introducing its new Model Context Protocol (MCP) connector that brings Engage intelligence into the AI tools marketers already use, alongside expanded pre-send and market and competitive intelligence capabilities, all powered by the Validity Intelligence Network.
The new capabilities give marketers access to Engage's monitoring and market intelligence data through MCP, including questions about program performance, inbox placement and market activity. For example, marketers can ask which campaigns are trending toward spam, summarize email program performance for a leadership update or compare campaign performance with competitive data.
"Enterprise marketers are already sitting on the data they need. It's just trapped across too many tools to allow them to act on it quickly," said Matt Gore, CTO of Validity. "By bringing Engage to connect with AI tools marketers are already using, program, market and competitive intelligence come together. A marketer can ask one question and get an answer that used to take an analyst days to compile."
In addition to the MCP connection, Validity is also expanding the ways Engage helps marketers catch issues before they affect customers with new capabilities:
* Pre-send intelligence: Engage checks every email before it sends. AI spots layout breaks, missing images, and clipped buttons across inboxes that a human reviewer would miss, plus accessibility, spelling, links, and your brand and compliance rules.
* Market & competitive intelligence: Engage gives marketers email visibility into emerging trends on what competitors and other brands are sending, through automatically refreshed, redacted competitive dashboards.
Enterprise marketing teams are stretched across disconnected tools, making it difficult to act on what the market and their own data are really telling them. That gap is widening as AI takes on more of the work: Validity research found that 2 out of 3 organizations increased the number of marketing decisions delegated to autonomous AI agents in the past year.
Validity Engage's new capabilities close those gaps by letting marketers ask questions about their email program and receive answers using live Engage intelligence alongside information from other connected sources, such as their ESP or CRM.
Together, the new capabilities extend Engage's role across the email marketing workflow by connecting intelligence from inside and outside the organization, identifying problems before they reach subscribers and giving marketers greater visibility into what is happening across the market.
The Engage expansion with MCP connector, pre-send intelligence and market and competitive intelligence are available now to Engage customers.
About Validity
Validity created Engage, the Enterprise AI platform behind the world's most successful email programs. For nearly 30 years, Validity has operated at the center of the email ecosystem - shaping how it works, setting the standards others follow, and earning the trust of the world's biggest brands and mailbox providers.
That trust is built on the world's largest email data network: proprietary signals from ISPs, exclusive mailbox provider partnerships, and more than 2.5 billion behavioral data points processed daily. This data-driven foundation powers Validity Engage, the Enterprise AI email platform for digital marketers that helps enterprise teams know what to send, when to send it, and who's ready to receive it - so every send is smarter than the last. For more information, visit validity.com or connect with us on LinkedIn.
SOURCE Validity
Featured Research
Validity has launched Heatwave, an email blocklist designed to identify unethical cold email practices and synthetic domain warming. The system analyses millions of data points from Validity's Intelligence Network and has already listed over 1 million domains exhibiting patterns of artificial email warming.
Heatwave targets deceptive domain warming services that create fake engagement signals through manufactured messages, opens, clicks, and replies between networks of false accounts. These services artificially inflate sender reputation with mailbox providers like Gmail and Outlook.
The blocklist is now available to existing partners, including Comcast, Proofpoint, Spamhaus, and SURBL, and has been integrated into Validity's DNS reputation zones. Email service providers and mailbox providers can use Heatwave to identify domains whose reputation was synthetically constructed rather than organically earned.
Senders can query domains at lookup.validity.tools to check for related warming activity that may be operating without their knowledge.
Validity launches Heatwave blocklist to combat unethical cold email practices and synthetic domain warming.
Built from millions of targeted data signals, Heatwave helps mailbox providers and ESPs identify manufactured send reputation through fake engagement.
BOSTON - Sept. 3, 2026 - Validity, the leading provider of Enterprise AI solutions for digital marketers, announces Validity Heatwave, a new email blocklist that identifies unethical cold email practices including artificial domain warming.
Drawing on an analysis of millions of targeted data points from the Validity Intelligence Network, Heatwave has already listed more than 1 million domains exhibiting the behavioral patterns of unethical email warming.
Deceptive domain warming services are increasingly used to build and maintain artificial trust with mailbox providers, clearing a path for cold outreach at scale. They connect to a customer's email tenant, register domains resembling the customer's own, and generate synthetic messages, opens, clicks, and replies between networks of fake accounts - feeding false engagement signals into the systems mailbox providers like Gmail and Outlook use to judge whether a sender is legitimate.
"Email works because people trust it, and that trust depends on the integrity of the signals behind the inbox," said Tom Bartel, Senior Vice President of Data at Validity and board chair of M3AAWG. "When reputation is manufactured instead of earned, it's just plain cheating, and the whole ecosystem suffers. Senders who play by the rules lose out, and mailbox providers end up tightening the screws on everyone. Heatwave gives the ecosystem another signal to identify unethical gaming behavior and act on it."
Not every sender involved in this activity is aware. Because these campaigns often run through subcontracted vendors or partner providers operating several layers removed from the sender's own team, warming activity can happen under a brand's name without anyone at the company knowing. Searching a primary domain at lookup.validity.tools can surface related domains tied to synthetic warming that a sender never knew existed, offering visibility into infrastructure they didn't realize was operating on their behalf.
The Heatwave signal is now mirrored into Validity's existing domain name system (DNS) reputation zones, giving existing message security and mailbox partners already using Validity's reputation data access to the signal without needing to consume it separately.
For ESPs, Heatwave identifies customers who built their sending domain reputation on artificial warming rather than legitimate list development. For mailbox providers, it's an additional signal for filtering decisions on domains whose reputation was synthetically constructed rather than organically earned. Heatwave is used or evaluated by existing global mailbox provider partners, message security partners, including Comcast, Proofpoint, Spamhaus, and SURBL, and ESPs - and the list is growing.
"We utilize Validity reputation data signals," says Alex Brotman, Senior Engineer at Comcast. "This particular signal is interesting because reputation relies on senders intentionally behaving ethically and doing the right thing - nobody likes shortcuts, and nobody likes deception."
"Attempts to manipulate email reputation are not new. We have dealt with automated abuse in many forms for decades, and synthetic engagement is another iteration of the same problem," says Carel Bitter, CEO at Spamhaus. "Our work with Validity on Heatwave gives us an additional signal we can use to correlate domains and better understand the infrastructure behind this activity. That added context helps us identify patterns earlier and respond more precisely."
"We've been applying our domain reputation work to deceptive cold email infrastructure for some time, and Heatwave adds a complementary signal built from a different data set," said Raymond Dijkxhoorn, CEO at SURBL. "The more independent sources pointing at the same domains, the harder it becomes for that deceptive infrastructure to hide."
"Synthetic domain warming is a direct violation of beehiiv's Acceptable Use Policy. Manufacturing fake engagement to trick an inbox into trusting a sender isn't legitimate, it's deception," said Mariska Calabrese, VP of Security at beehiiv. "The senders on our platform earn their reputation the real way, through subscribers who actually want their content. Signals like Heatwave help us and the rest of the ecosystem hold that line, protecting the senders who play it straight from being crowded out by the ones who don't."
Heatwave is part of Validity's ongoing work with organizations across the email ecosystem to address practices that undermine trust in email. Validity participates in industry standards bodies and anti-abuse initiatives, including M3AAWG, ETIS, Signal Spam, ESPC, and BIMI, and works with mailbox providers, ESPs, and other industry partners on email reputation and deliverability.
"For more than 25 years, Validity has been committed to being a force for good in email," said Mark Briggs, Founder and CEO of Validity. "We have visibility into the email ecosystem that nobody else has, built on a data network we've spent decades developing, and partnerships across the industry that put that visibility to work. Heatwave is that commitment in action - using both to make email safer and more trusted for everyone."
The current Heatwave blocklist can be accessed at lookup.validity.tools. ESPs, Message Security, and Mailbox Providers who want full access can contact [email protected].
About Validity
Validity created Engage, the Enterprise AI platform behind the world's most successful email programs. For nearly 30 years, Validity has operated at the center of the email ecosystem - shaping how it works, setting the standards others follow, and earning the trust of the world's biggest brands and mailbox providers.
That trust is built on the world's largest email data network: proprietary signals from ISPs, exclusive mailbox provider partnerships, and more than 2.5 billion behavioral data points processed daily. This data-driven foundation powers Validity Engage, the Enterprise AI email platform for digital marketers that helps enterprise teams know what to send, when to send it, and who's ready to receive it - so every send is smarter than the last. For more information, visit validity.com or connect with Ctsn-Rcst on LinkedIn.
Media Contact
PANBlast for Validity
Christy Dean
[email protected]
Validity unveils Engage, a next-gen AI email platform to transform campaign execution.
Validity has launched Validity Engage, a next-generation AI-driven email marketing platform built to help enterprise marketing teams execute more effective, confident campaigns by anticipating issues, generating high-quality content, and highlighting revenue opportunities before they arise. Powered by Validity's expansive data network - processing more than 2.5 billion email data points daily - Engage integrates four specialised AI agents that support the full campaign lifecycle: Ignite proactively detects and rectifies rendering, code and compliance risks; Guardian monitors deliverability and subscriber experience; Expression creates on-brand subject lines, bodies and CTAs; and Insight benchmarks performance against competitors while exposing missed opportunities.
With predictive intelligence built into every send, Engage helps organizations transition from reactive, error-based issue resolution to proactive execution, all with improved campaign effectiveness and reduced errors. The launch of Engage also incorporates enhanced deliverability tools in Litmus, which now includes inbox, spam, and tab placement analytics to improve marketer visibility into their emails' overall performance. With features like unlimited pricing, Engage from Validity embodies a cultural shift toward data-driven, AI-infused marketing solutions to reduce friction and improve outcomes for ever more intricate email infrastructure.