Strategic Account Manager, Highspot
$245-295k
OTE
$122.5-147.5k
BASE
50.00% base/50.00% variable target OTE split. Plus stock options
Sales enablement platform
Be an early applicant
Sales enablement platform
501-1000 employees
Be an early applicant
$245-295k
OTE
$122.5-147.5k
BASE
50.00% base/50.00% variable target OTE split. Plus stock options
501-1000 employees
Company mission
To empower companies to elevate customer conversations that drive strategic growth.
Role
Who you are
- The Strategic Account Manager has experience selling to Sales, Sales/Revenue Operations, Marketing, and Enablement professionals at the executive level, possesses a high degree of business acumen, and can identify and translate delivered business value back to the customer in a clear and concise manner
- As a key member of our sales team, the Strategic Account Manager must thrive in an environment that is highly collaborative and performance-driven
- Proven track record of meeting and exceeding revenue targets; you are highly results oriented and reliably deliver on expectations
- 12+ years of experience successfully selling, expanding and renewing large Strategic and Enterprise Customers
- Proven track record of selling and managing large, multi-product, multi-million dollar customers
- Experience managing a diverse set of customer stakeholders ranging from C-level to manager with 20+ stakeholders per account. Ability to establish new relationships with key target contacts
- Deep understanding of SaaS agreement structure and how to position proper new sale, expansion and renewal arrangements, and how to effectively work with Highspot and customer legal counsel
- Experience interfacing closely with executive leaders and leading a diverse set of cross-departmental internal stakeholders to execute account strategy
- Proven ability to stay organized, prioritize well, and manage time effectively in fast-paced, ever-changing environments
- Demonstrated ability to successfully prospect into an installed customer base and successfully identify advance, and close new and expansion business
- Ability to clearly articulate business value, impact, and ROI
- Ability to strategically plan with customers, mapping complex business objectives to product use cases
- Ability to effectively manage customer opportunities and risks
- A desire to improve your organization and those around you
- Strong executive presence
- Strong business acumen
- Ability to work independently as well as part of a team in a fast-paced, rapidly evolving environment
- Salesforce, Highspot, Tableau, Clari experience preferred
What the job involves
- We are looking for an experienced Strategic Account Manager to join our Post-Sales team supporting our largest Enterprise and Strategic accounts
- The Strategic Account Manager will cultivate and manage customer relationships, focusing on expansion and retention
- The Strategic Account Manager will be responsible for driving cross-sells, up-sells, and renewals within their book of business
- The Strategic Account Manager will have the opportunity to overachieve and earn uncapped commissions with accelerators based on performance
- The Strategic Account Manager must consistently and predictably meet or exceed sales targets (both renewal and expansion), manage deals and relationships, develop new opportunities within their assigned accounts, forecast accurately, and partner heavily with numerous other internal Highspot executives and stakeholders to deliver an outstanding Highspot experience anchored in business value
- Lead relationship and revenue expansion for our largest Strategic and Enterprise customer accounts
- Own the development of customer-level strategies designed to consistently reinforce Highspot value to economic buyers and influencers to retain and grow your assigned book of business
- These account planning activities include cross-functional collaboration and partnership with other key customer-facing functions like Solution Consulting, Customer Success Management, and Professional Services, as well as senior Highspot executives
- Actively participate in creating and delivering highly impactful and valuable Customer Business Reviews on a regular cadence
- Carry an aggressive revenue retention quota and own all facets of the renewal cycle
- Carry an aggressive expansion quota and be responsible for upselling and cross-selling Highspot products into the customers in your assigned book of business
- Map out and navigate complex customer organizations to identify key stakeholders and new or expansion opportunities
- Build and maintain relationships with key customer executives and stakeholders across our core target personas - Sales, Revenue Operations Marketing, and Sales Enablement
- Establish and maintain multi and power-threaded relationships across every customer in your book of business
- Represent the customer back to Highspot through clear communication and administrative updates to CRM, forecasting, and other tools used to manage our business
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.
Despite a 10% workforce reduction following its expansion into Canada, Highspot continues to innovate. The Spring ’24 release expands generative AI capabilities, providing personalised, just-in-time coaching and content personalisation at scale. Highspot Discover showcases these innovations, reinforcing Highspot's leadership in sales enablement.
Steph
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 7 rounds)
Jan 2022
$248m
SERIES F
Feb 2021
$200m
SERIES E
Total funding: $642.6m
Company benefits
- Generous PTO
- Free, Immersive Learning Courses
- Flexible Transportation Options
- Equity For Everyone
- Medical, dental, and vision benefits
- Flexible work and holiday schedules
- Competitive compensation
- Work from home opportunities
- Modern Health and Wellness Program
- 401K Retirement Plan
Company values
- All In
- Invent the Future
- Details Matter
- Earn the Next Challenge
- Most Respectful Interactions
- Collaborate Across Boundaries
- Open and Real
- Learn It All, Not Know It All
- Invest Wisely
- Make it Happen
- Enjoy the Ride
Articles
Leadership
Robert Wahbe
(CEO)Former Corporate Vice President of the Server and Tools Division at Microsoft
Oliver Sharp
(Chief Solution Architect)Former General Manager of Strategy, Server and Tools Division at Microsoft
David Wortendyke
(CPO)Former Partner Architect at Windows Azure for over 20 years
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