Account Executive, SMB

Summary

Join Highspot as an Account Executive (AE) and contribute to our mission of transforming sales enablement. You will develop, manage, and close sales opportunities within our SMB business, exceeding sales targets and earning uncapped commissions. This role requires proven success in achieving goals, selling to early-stage leads, and managing full sales cycles. You will need strong communication and presentation skills, experience with CRM and sales enablement software, and the ability to build relationships with key decision-makers. The position offers a competitive salary and benefits package, including comprehensive health insurance, 401(k) matching, flexible PTO, and paid parental leave. This role can be performed remotely or in-office in various locations.

Requirements

• Proven track record of successfully achieving goals and supporting other team members
• Strong understanding of and experience selling to qualified, early-stage leads, as well as full cycle sales with proven ability to effectively generate pipeline
• Demonstrated ability to successfully prospect to Sales Enablement, Sales, Marketing, and Operations by successfully emphasizing business value and product differentiation
• Actively listen to determine the customers’ needs and challenges
• Clearly articulate business value, impact and ROI
• Operate in a fast-moving, entrepreneurial environment with limited overhead, but deep support
• Able to garner commitment at every step of sales process, a proven closer
• Successful experience prospecting into senior leaders or C-level
• 1-3 years of successful software sales experience with a focus on Solution Selling into CRM, Sales Enablement, Marketing Automation, or business solutions at enterprise accounts
• Consistent track record of surpassing sales targets and over-achieving
• Excellent written and verbal communication skills combined with very strong presentation skills
• Strong articulation, highly motivated self-starters, eager to learn, adapt quickly, and comfortable with ambiguity
• Travel to meet customers on-site for presentations ~25%
• Strong Team Player, “we” not me attitude
• Strong computer skills, including Salesforce, and MS Office

Responsibilities

• Execute account plans to achieve and exceed individual quota responsibility
• Consistently build and deliver an accurate pipeline 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
• Manage effective working relationships with Leadership, Sales Engineers, Consulting Professionals, Marketing, Legal, Customer Support and other Account Executives
• Develop strong relationships with key decision makers, influencers and partners
• Understand and document corporate budget, decision-making timeframe, customer goals, and key decision makers within the prospect’s organization
• Deliver impactful demonstrations, by phone / Zoom
• Keep abreast of competitive knowledge and products

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