Global Strategic Accounts Director, Highspot
Financial Services
$305-365k
OTE
$152.5-182.5k
BASE
+Stock Options. 50.00% base/50.00% variable target OTE split
Senior and Expert level
Remote from US
AI-powered go-to-market platform
Job no longer available
AI-powered go-to-market platform
1001+ employees
B2BArtificial IntelligenceEnterpriseAnalyticsSaaSSales
Job no longer available
$305-365k
OTE
$152.5-182.5k
BASE
+Stock Options. 50.00% base/50.00% variable target OTE split
Senior and Expert level
Remote from US
1001+ employees
B2BArtificial IntelligenceEnterpriseAnalyticsSaaSSales
Company mission
To enable the impossible for GTM teams everywhere.
Role
Who you are
- We are seeking a highly experienced sales professional with a proven track record of crushing revenue targets to join our dynamic team, as Global Strategic Account Director, to expand our market share in the Global 2000
- You are someone who leads by example to uplevel, coach, and mentor team members to improve overall performance
- Enterprise Complex Sales Experience: 7-10+ years of full-cycle B2B SaaS sales experience, with a preferred 5 years of Enterprise Complex Sales. ~2 years of experience selling to Upper Market Segment accounts. Experience running long sales cycles (8-24 months.)
- Global Strategic Account Expertise: Experience managing 5-7 Strategic Global Accounts, both new and existing customers. Proven track record selling complex, high-value software solutions. Strong negotiation skills and the ability to close large deals
- Consistent Top Performance: Consistent achievement of year-over-year quota attainment across the past two years
- Industry Knowledge: Deep understanding of the B2B software industry, including current trends, competitors, and market dynamics. MarTech expertise preferred
- C-Suite Relationship Building: Exceptional relationship-building skills to establish trust and credibility with C-level executives and key stakeholders. The ability to tap into existing networks and develop a robust professional network within the industry
- Communication Skills & Executive Presence: Excellent and refined communication skills, both written and verbal. The ability to concisely articulate the value proposition to customers effectively. High level of confidence engaging with the most senior executives
- Value Engineering: Experience in driving and delivering ROI and Business Cases that demonstrate value realization
- Technical Aptitude: Proficiency and passion in understanding complex software solutions and their technical aspects. Curiosity to deeply understand product use cases and capabilities
- Global Perspective: Experience working with international organizations and an understanding of cultural nuances in global business
- Financial Acumen: Understanding of financial metrics and the ability to analyze the financial impact of proposals on the customer's business
- Data Analysis: Proficiency in leveraging data and analytics to identify trends and opportunities within accounts
- Problem Solving: Strong problem-solving skills to address customer challenges and tailor solutions to their specific needs. Ability to come up with creative, out-of-the-box solutions
- Project Management: Ability to manage complex projects, ensuring successful implementation and adoption of software solutions
- Travel Flexibility: Willingness and ability to travel globally to meet with clients as needed
- Agile & Tenacious: Ability to react and pivot in ambiguous and changing environments. Entrepreneurial start-up mindset that will proactively provide creative solutions to move the business forward
What the job involves
- The Global Strategic Accounts team is focused on acquiring and expanding revenue within our largest Global Strategic Accounts
- He Global Strategic Account Director will play a pivotal role in winning new customers and acquiring incremental revenue across business units, subsidiaries, and geographies within our largest Global Strategic Accounts (GSAs.)
- Reporting to the Vice President of Global Strategic Accounts, you will partner closely with the company’s leadership across all global go-to-market teams to nail and scale best practices in the upper markets
- In this role, you will manage the end-to-end sales process from building pipeline to closing new business to expanding revenue. You will take a results-oriented and customer-centric approach with a focus on understanding and addressing customer pain points and delivering exceptional long-term value
- This role requires enterprise selling which is a combination of technical expertise, strategic thinking, cross-functional collaboration, relationship building, and business acumen tailored to the unique needs of Global Strategic Accounts
- Grow Revenue
- Predictably exceed revenue targets and customer expectations
- Acquire new customer revenue in our largest Global Strategic Accounts (GSAs). Identify and pursue upsell and cross-sell opportunities, maximizing the value of our offerings
- Nail and scale best practices to acquire incremental revenue across business units, subsidiaries, and geographies
- Strategic Account Planning
- Create and execute Strategic Account Plans that align with the company's overall business strategy to identify growth opportunities and drive revenue within GSAs
- Results-oriented and customer-centric approach with a focus on understanding and addressing customer pain points and delivering exceptional long-term customer value
- Focus on outcomes over activities
- Rigorous & Predictable Sales Process
- Run a repeatable sales process including consistent management of CRM data, and high adoption of Highspot and other sales tools
- Predictably forecast opportunities and revenue with a high level of accuracy
- Executive Relationship Building & Multi-Threading
- Currently have and establish new, trust and credibility with C-level executives and key stakeholders
- Multi-threading to multiple personas across the entire account hierarchy and different business units to understand business objectives and develop a strategic selling strategy
- Tailor all engagements, solutions, and product demonstrations to meet the needs of different buyers within the account
- Strategic Negotiation and Closing
- Lead complex negotiations and close high-value deals, ensuring mutually beneficial outcomes for both the customer and the company
- Craft compelling sales proposals with multiple SKUs to maximize revenue and margins
- Market Expertise
- Act as a thought leader on industry trends, competitive landscape, and emerging technologies to position our software solutions effectively
- Compete to win. Continuously analyze market dynamics and adjust strategies to maintain a competitive edge
- Evangelize Our Vision
- Deeply understand the challenges our buyers face in increasing sales productivity and driving consistent execution of their strategic initiatives
- Evangelize the Highspot vision and product roadmap to solve those challenges
- Leverage the Highspot solution to take a multi-channel, high-quality approach to engaging buyers. Show what good looks like in using Highspot to sell to buyers
- Cross-functional Collaboration
- Collaborate and lead effectively with internal global teams consisting of Solution Consultants, Marketing, Services, Account Development, Professional Services, and Partner & Alliances to deliver seamless solutions and address customer needs
- Act as a conductor to ensure everyone in the Account team has clear objectives
- Deliver Technical & Solution Expertise
- Communicate technical information effectively to non-technical stakeholders
- Proactively stay tip-of-the-spear on product use cases, capabilities, and differentiators
- A commitment to continuous learning and staying up-to-date with emerging technologies
Our take
Highspot is an AI-driven sales enablement platform that enhances sales team performance globally. It offers intelligent content management, training, contextual guidance, and customer engagement in a unified platform. This integration, supported by actionable analytics, helps companies turn strategic plans into effective sales.
Highspot's annual recurring revenue has grown over tenfold in recent years, highlighting the importance of sales enablement in improving sales team performance. The company's innovation and customer satisfaction have led to record new customer acquisitions and revenue growth, with clients like Hootsuite, Twitter, Siemens and Nestle.
The company has continued to expand and develop over the years, entering into the Canadian market and launching several innovations in sales enablement technology. Its latest release is its agentic AI to help sales teams more precisely target prospects and win more deals
Steph
Company Specialist at Welcome to the Jungle
Insights
Top investors
-9% employee growth in 12 months
Company
Funding (last 2 of 8 rounds)
Jan 2022
$248m
SERIES F
Feb 2021
$200m
SERIES E
Total funding: $644.9m
Company benefits
- Generous PTO
- Free, Immersive Learning Courses
- Flexible Transportation Options
- Equity For Everyone
- Medical, dental, and vision benefits
- Flexible work and holiday schedules
- Work from home opportunities
- Modern Health and Wellness Program
- 401K Retirement Plan
Company HQ
Seattle Waterfront, Seattle, WA
Leadership
Robert Wahbe
(CEO & Co-founder)Former Corporate Vice President of the Server and Tools Division at Microsoft
Oliver Sharp
(Chief Solution Architect & Co-founder)Former General Manager of Strategy, Server and Tools Division at Microsoft
David Wortendyke
(CTO & Co-founder)Former Partner Architect at Windows Azure for over 20 years
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