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

Highspot is looking to hire a Manager of Account Development in our Seattle Headquarters to grow and scale the Account Development Team. The Manager of Account Development will be responsible for a team of Account Development Representatives to build and fill the sales pipeline. We’re seeking a passionate leader with a clear and strategic vision, a customer-success mindset and who is a talent magnet. They must lead, inspire and coach to ensure quota and growth targets are met while delivering employee/team success and customer advocacy for Highspot.

You are a natural leader who is truly passionate about supporting Account Development careers and building a high-performing sales organization. You love mentoring and coaching early-career individuals while collaborating to share best practices and drive Inside sales plays. You bring a proven track record of leadership and development skills, competencies in collaboration, communication, action-orientation, and managing for results and ensuring accountability. Your adaptability and willingness to learn will be essential to you, and the team’s success. We provide a unique opportunity to grow by being surrounded with a team of brilliant and experienced individuals and leaders.

What You'll Do

• Coach, mentor and motivate members of the Account Development team.
• Develop strategic account strategies for team members and manage day-to-day operations, with a focus on the performance of key performance metrics.
• Identify, interview and hire sales talent and continually "raise the bar" with each new hire.
• Provide on-boarding and continuous training for the Account Development team to help them meet their individual goals.
• Building Your Leadership Brand by adapting to different leadership styles.
• Invent the future by enhancing team strengths and mitigating weaknesses.
• Provide constructive feedback and coaching to team members to improve performance and follow processes.
• Collaborate across boundaries with Sales Management, Sales Operations, Human Resources, Marketing, IT, and Finance.
• Be an exemplar of Highspot’s values, foster collaboration, and bolster our team-based environment.
• Conduct quarterly progress review sessions with each representative.
• Develop your team’s skills for prospecting, qualifying, and Opportunity creation
• Work closely with sales managers and account executives to ensure proper alignment on account coverage, target personas, Opportunity quality and Account Development to Account Executive hand-off.
• Articulate the business value of Highspot, and maintain in-depth knowledge of the Highspot platform, our competitors, and industry trends.
• Act as a role model, by anticipating and planning for change.
• Demonstrate commitment, loyalty, and appreciation for the organization. Conveys a high-level of concern for all employees, while helping to ensure that both their needs and those of the organization are met.

Your Background

• A BA/BS degree
• You have at least 1-3+ years of experience directly managing a team of individual contributors in lead generation roles and/or account development
• Expert in using Salesforce.com and other sales tools/products to drive productivity
• Excellent organizational skills
• Strong written and verbal communication skills
• Comfortable working in fast-paced environments and the ability to work in ambiguous situations
• Understanding of when to escalate challenges and opportunities with the appropriate audiences 
• Strong executive presence and the ability to maintain confidentiality and business ethics
• Excellent leadership, interpersonal, communication and conflict resolution skills
• Experience selling in the technology field and/or SaaS preferred
• You have proven experience and passion for coaching, motivating, and growing the team you support
• Track record of success in interviewing, hiring, onboarding, training, and scaling high functioning sales teams.
• You are a self-starter; comfortable with defining goals, success factors, and key metrics for programs, and delivering against them
• Know how to plan around strategy vs. execution vs. optimization
• Strong execution skills and the ability to drive action and accountability
• Experience influencing your team through empathy, problem-solving, conflict resolution, and aligning to individual goals.
• Ability to stay productive and deliver results without a clear path to success
• Organized in change management and documentation

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.