Account Executive, Enterprise (Northeast) - Remote at Highspot

United States

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Not SpecifiedCompensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Technology, SaaSIndustries

Requirements

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 experience selling to qualified, early-stage leads
Demonstrated ability to sell to Sales, Sales Enablement, and 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 offerings
5+ years of successful software sales experience with a focus on value-based solution selling of CRM, Sales Enablement, Marketing Automation, or other complex long-cycle business solutions into enterprise accounts
Ability to creatively question and actively listen to uncover the customers’ high impact, critical business needs
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

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
Be a conscientious team member that actively contributes to our positive work environment, which is anchored in our guiding principles and Diversity, Equity & Inclusion

Skills

Key technologies and capabilities for this role

Enterprise SalesNew Customer AcquisitionSales EnablementMarketing SalesBusiness Value SellingProduct DifferentiationStakeholder ManagementForecastingDeal Management

Questions & Answers

Common questions about this position

What compensation structure does this role offer?

The role offers uncapped commissions with accelerators based on performance, in addition to meeting or exceeding sales targets.

Is this position remote, and what is the location requirement?

This is a remote position for the Northeast region, but the role specifically seeks an experienced Account Executive who lives on the West Coast.

What skills and experience are required for this Account Executive role?

Candidates need a proven track record of selling complex enterprise platform solutions, especially to Sales and Marketing teams, strong experience with new customer acquisition, and the ability to manage sales cycles as a proven closer in a fast-moving environment.

What is the company culture like at Highspot?

Highspot focuses on creating equitable workspaces where everyone feels a deep sense of belonging, is empowered to be an agent of change, and thrives in a highly collaborative and ever-evolving sales team environment.

What makes a strong candidate for this Account Executive position?

A strong candidate has a proven track record in selling complex enterprise solutions to Sales and Marketing teams, excels at new customer acquisition, operates effectively in fast-moving environments, and demonstrates consistent closing ability with accurate forecasting.

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