Account Development Representative at Highspot

Seattle, Washington, United States

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Not SpecifiedCompensation

Entry Level & New Grad, Junior (1 to 2 years)Experience Level

Full TimeJob Type

UnknownVisa

Technology, Sales Enablement, SoftwareIndustries

Requirements

At least one year of relevant work experience
Experience engaging with multiple executive levels within an organization; familiarity with marketing and sales is a plus
Pre-call planning, opportunity qualification, objection handling, call structure and control, time and territory management
Proven track record of achieving measurable sales goals in a sales environment where accurate entry and management of lead data in a CRM system was required
Proficient with standard corporate productivity tools (email, voicemail, MS Office)
Experience with email and social media (LinkedIn, Twitter, etc.)
Sales training and Salesforce.com experience a plus
Competitive with a hunter mentality

Responsibilities

Leverage on-boarding and continuous training to be an expert about the company, industry, our platform’s benefits and features in order to effectively articulate the Highspot value proposition, while gathering information about prospect needs
Efficiently research to identify the right people to approach within target accounts: the members of the buying team and its key influencers
Strategically coordinate personalized, multi-channel, multi-threaded, outbound activities to target various buying personas and create high-value opportunities in target accounts
Understand the value drivers of prospects to creatively and professionally craft customized and personalized messages that offer unique perspectives specific to their economic motivators
Successfully manage and overcome prospect objections
Update prospect interactions in Salesforce.com to ensure efficient account management
Consistently achieve monthly qualified opportunity quotas to ensure revenue objective
Understand, as much as possible, the corporate budget, decision-making timeframe, customer goals, and key decision-makers within the prospect’s organization
Create a strategic account penetration plan to identify and create qualified sales opportunities within target accounts for Account Executive(s)
Manage inbound lead activity, qualifying active buying interest and developing opportunities in prospect accounts
Conduct business dealings with C-suite level executives in a way that creates a superior experience that will set the stage for effective sales follow-up, as well as future product sales

Skills

account penetration

lead qualification

prospecting

C-suite engagement

sales development

opportunity creation

Highspot

AI-powered sales enablement platform

About Highspot

Highspot provides a sales enablement platform that helps sales teams improve their productivity and efficiency. Its main product, Highspot Copilot, is an AI-powered digital assistant that delivers the right content to sales representatives at the right time, enhancing their ability to engage and convert potential buyers. The platform supports sales teams by managing sales content, preparing reps for different selling scenarios, and facilitating personalized interactions through digital sales rooms. Highspot also includes features for onboarding and training sales reps, ensuring they are well-prepared for real-world situations. Unlike many competitors, Highspot focuses on driving measurable outcomes such as increased win rates and reduced ramp time for sales reps. The goal of Highspot is to empower sales teams to close deals more effectively and generate higher revenue.

Seattle, WashingtonHeadquarters

2012Year Founded

$625.1MTotal Funding

SERIES_FCompany Stage

Enterprise Software, AI & Machine LearningIndustries

1,001-5,000Employees

Benefits

Medical, dental, vision, disability, & life benefits

Group Retirement Savings Plan (RRSP)

Matching employer contributions (DPSP) with immediate vesting

3 Weeks of Paid Vacation

Generous Holiday Schedule

Quarterly Recharge Fridays

Flexible work schedules

Professional development opportunities

Discounted ClassPass membership

Access to coaches & therapists

2 Volunteer days per year

Risks

Highspot faces competition from larger rivals like Salesforce and Oracle.

Recent layoffs may impact Highspot's operational efficiency and innovation.

Reliance on AI technologies exposes Highspot to data privacy and ethics concerns.

Differentiation

Highspot offers a unified sales enablement platform with AI-driven features.

The platform integrates content management, training, and engagement intelligence for sales teams.

Highspot Copilot enhances sales productivity with AI-powered digital assistance.

Upsides

Highspot is recognized as a leader in the Forrester Wave report Q3 2024.

The partnership with Krisp enhances voice productivity in remote sales environments.

Highspot's Meeting Intelligence improves real-world coaching for better sales outcomes.

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