Account Manager, SMB

Summary

Join Highspot's Post-Sales Enterprise team as an experienced Account Manager responsible for managing a customer portfolio, focusing on renewal and expansion. You will lead relationship and revenue management, develop customer strategies, and collaborate with cross-functional teams. Success requires exceeding retention and expansion targets, navigating complex customer organizations, and building strong relationships. Ideal candidates possess proven sales experience, strong business acumen, and the ability to articulate business value. This role offers a competitive salary and benefits package, including comprehensive health insurance, retirement benefits, paid time off, and professional development opportunities. The position is available remotely or in-office in various locations.

Requirements

• Proven track record of meeting and exceeding revenue targets; you are highly results-oriented and reliably deliver on expectations
• 3+ years of experience in a Full sales cycle and/or growth quota-carrying Sales and/or Account Management role
• Proven track record of selling and managing large, multi-product, multi-million dollar books of business
• Experience managing a diverse set of customer stakeholders ranging from C-level to manager with multiple stakeholders per account. Ability to establish new relationships with key target contacts
• Experience interfacing closely with executive leaders and leading a diverse set of cross-departmental internal stakeholders to execute account strategy
• Proven ability to stay organized, prioritize well, and manage time effectively in fast-paced, ever-changing environments
• Demonstrated ability to successfully prospect into an installed customer base and successfully identify and solidify business and product value
• Ability to clearly articulate business value, impact, and ROI
• Ability to strategically plan with customers, mapping complex business objectives to product use cases
• Ability to effectively manage customer opportunities and risks
• A desire to improve your organization and those around you
• Strong executive presence
• Strong business acumen
• Ability to work independently as well as part of a team in a fast-paced, rapidly evolving environment

Responsibilities

• Lead relationship and revenue management for our SMB account base
• Drive the development of customer-level strategies designed to reinforce Highspot value to retain and grow your assigned book of business
• These account planning activities include cross-functional collaboration and partnership with other key customer-facing functions like Solution Consulting, Customer Success Management, and Professional Services
• Actively participate in creating and delivering highly impactful and valuable Customer Business Reviews on a regular cadence
• Carry an aggressive revenue retention quota and own all facets of the renewal cycle
• Carry an aggressive expansion quota and be responsible for upselling and cross-selling Highspot products to the customers in your assigned book of business
• Map out and navigate complex customer organizations to identify key stakeholders and opportunities
• Build and maintain relationships with key customer executives and stakeholders across our core target personas - Sales, Revenue Operations Marketing, and Sales Enablement
• Establish and maintain multi and power-threaded relationships across every customer in your book of business
• Represent the customer back to Highspot through clear communication and administrative updates to CRM, forecasting, and other tools used to manage our business

Preferred Qualifications

Salesforce, Highspot, Tableau, Clari experience preferred

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
• Professional development opportunities through LinkedIn Learning
• Access to Coaches and Therapists through Modern Health
• 2 volunteer days per year
• Commuting benefits