Account Executive

Summary

Join Highspot as an experienced Account Executive (AE) for our Enterprise business, where you will develop, manage, and close sales opportunities. You will have the chance to exceed expectations and earn uncapped commissions with performance-based accelerators. Meeting or exceeding sales targets, managing deals, forecasting accurately, and managing evaluation projects are key responsibilities. This role requires experience selling to Sales and Marketing organizations and thriving in a collaborative and dynamic environment. The AE will be responsible for developing and executing against qualified leads, building and delivering accurate sales pipelines, and managing multiple customer sales cycles. Success in this role demands strong communication, presentation, and teamwork skills, along with proficiency in various sales tools.

Requirements

• Proven track record of successfully selling complex enterprise platform solutions (preferably sales and marketing solutions) and driving revenue primarily through new customer acquisition
• Strong understanding of and experience selling to qualified, early-stage leads
• Demonstrated ability to sell to Sales, Sales Enablement, and Marketing teams at the corporate level, successfully emphasizing business value and product differentiation, and expanding conversations to include multiple stakeholder groups
• Has operated in a fast-moving, entrepreneurial environment with limited overhead, but deep support
• Consistently demonstrated ability to garner commitment at every step of sales process, and a proven closer
• Success in a highly driven landscape selling premium-priced offerings
• 5+ years of successful software sales experience with a focus on value-based solution selling of CRM, Sales Enablement, Marketing Automation, or other complex long-cycle business solutions into enterprise accounts
• Ability to creatively question and actively listen to uncover the customers’ high impact, critical business needs
• Consistent track record of surpassing sales targets
• Excellent written and verbal communication skills combined with very strong presentation skills
• Travel within North America required
• Strong team player with a positive growth mindset
• Proficient using SFDC, Clari, Gong, Linkedin, Tableau

Responsibilities

• Develop and manage and close sales opportunities
• Meet or exceed sales targets
• Manage deals
• Forecast accurately
• Manage evaluation projects with customers and the Highspot team
• Develop and execute against qualified, but often early stage leads to achieve and exceed individual software quota responsibility
• Consistently build and deliver an accurate pipeline and forecast visibility via Salesforce.com and/or available forecasting tools
• Lead multiple customer sales cycles and close effectively – candidate is a hunter
• Quickly learn new software product(s) and clearly communicate the value proposition and differentiation
• Manage effective internal working relationships with Sales Engineers, Professional Services, and Account Development Teams
• Develop strong relationships with key decision makers, influencers and partners within assigned opportunities
• Understand and document corporate budget, decision-making timeframe, customer goals, and key decision makers within the prospect’s organization
• Be a conscientious team member that actively contributes to our positive work environment, which is anchored in our guiding principles and Diversity, Equity & Inclusion

Benefits

• Comprehensive medical, dental, vision, disability, and life benefits
• Health Savings Account (HSA) with employer contribution
• 401(k) Matching with immediate vesting on employer match
• Flexible PTO
• 8 paid holidays and 5 paid days for Annual Holiday Week
• Quarterly Recharge Fridays (paid days off for mental health recharge)
• 18 weeks paid parental leave
• Access to Coaches and Therapists through Modern Health
• 2 volunteer days per year
• Commuting benefits
• Stock options
• Other forms of compensation