About Highspot

Highspot helps sales teams improve customer conversations and achieve their revenue goals. From content optimization and performance analytics to in-context training, guided selling, and more, the Highspot platform delivers enterprise-ready features in a modern design that sales reps and marketers love. Using Highspot, marketing leaders have deep insights and analytics into the performance and influenced revenue of content, campaigns, and marketing assets. What makes the solution special? It’s loved by sales reps globally, and is the #1 rated sales enablement platform on G2 Crowd. 

We are committed to diversity as both a moral and business imperative. 

About the Role

We are looking for an experienced Account Executive (AE) for our Enterprise business. The AE will develop, manage and close sales opportunities. The AE will have the opportunity to overachieve and earn uncapped commissions with accelerators based on performance. The AE must meet or exceed sales targets, manage deals, forecast accurately, and manage evaluation projects with customers and the Highspot team. The AE has experience selling to Sales and Marketing organizations. As a key member of our sales team, the AE must thrive in an environment that is highly collaborative and ever evolving.

Your Background

• 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 skills selling to qualified, early stage leads
• Demonstrated ability to sell to Sales, Sales Enablement, 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 offering

Responsibilities

• 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

Required Skills and Experience

• Creatively question, and actively listen to uncover the customers’ high impact, critical business needs
• Clearly articulate your point of view in professional manner
• 5+ years successful software sales experience with a focus on value based solution selling CRM, Sales Enablement, Marketing Automation, or other complex long-cycle business solutions into enterprise accounts
• 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

This position is available either in-office or remote, as applicable, at the following locations:

• Arizona - Remote 
• Arkansas - Remote
• California - Remote 
• Connecticut - Remote 
• Florida - Remote 
• Georgia - Remote 
• Idaho - Remote 
• Illinois - Remote 
• Maryland - Remote 
• Massachusetts - Remote 
• Michigan - Remote
• Minnesota - Remote 
• Missouri - Remote 
• Montana - Remote 
• Nevada - Remote
• New Hampshire - Remote
• New Jersey - Remote 
• New York - Remote 
• North Carolina - Remote 
• Ohio - Remote 
• Oregon - Remote 
• Pennsylvania - Remote 
• Tennessee - Remote
• Texas - Remote 
• Utah - Remote 
• Virginia - Remote 
• Washington - Remote 
• Washington - Seattle
• Washington, D.C.
• Wisconsin - Remote
• #BI-Remote 

Benefits

Comprehensive medical, dental, and vision benefits

401(k) Matching

Paid parental leave 

Flexible work and vacation schedules

Discounted ClassPass membership

2 volunteer days per year

Transportation benefits

Competitive compensation and stock options

Fully-stocked kitchen

Annual company-wide events

Meaningfully contribute to a compelling vision!

Equal Opportunity Statement

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of age, ancestry, citizenship, color, ethnicity, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or invisible disability status, political affiliation, veteran status, race, religion, or sexual orientation.

Did you read the requirements as a checklist and not tick every box? Don't rule yourself out! If this role resonates with you, hit the ‘apply’ button.