Strategic Account Manager

Summary

Join Highspot's Post-Sales team as an experienced Strategic Account Manager to cultivate and manage customer relationships, drive cross-sells, up-sells, and renewals within your book of business.

Requirements

• Proven track record of meeting and exceeding revenue targets; you are highly results oriented and reliably deliver on expectations
• 12+ years of experience successfully selling, expanding and renewing large Strategic and Enterprise Customers
• Proven track record of selling and managing large, multi-product, multi-million dollar customers
• Experience managing a diverse set of customer stakeholders ranging from C-level to manager with 20+ stakeholders per account. Ability to establish new relationships with key target contacts
• Deep understanding of SaaS agreement structure and how to position proper new sale, expansion and renewal arrangements, and how to effectively work with Highspot and customer legal counsel
• 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 advance, and close new and expansion business
• 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 expansion for our largest Strategic and Enterprise customer accounts
• Own the development of customer-level strategies designed to consistently reinforce Highspot value to economic buyers and influencers to retain and grow your assigned book of business
• 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 into the customers in your assigned book of business
• Map out and navigate complex customer organizations to identify key stakeholders and new or expansion 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

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