Account Executive, Highspot
Strategic
$270-330k
OTE
$135-165k
BASE
+ Stock options + Uncapped commissions
Sales enablement platform
Open for applications
Sales enablement platform
501-1000 employees
Open for applications
$270-330k
OTE
$135-165k
BASE
+ Stock options + Uncapped commissions
501-1000 employees
Company mission
To empower companies to elevate customer conversations that drive strategic growth.
Role
Who you are
- You are curious by nature, a superb communicator, and naturally excel in leading cross-functional, virtual teams to drive net-new business
- Proven track record of successfully selling complex enterprise platform solutions (preferably sales and marketing solutions) and driving revenue primarily through new customer acquisition
- Experience navigating and selling to Fortune 500 organizations
- 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 the sales process, and a proven closer
- Success in a highly driven landscape selling premium-priced offerings
- Experience building business cases to drive change from current “status quo” to justify a net new budget expense
- Familiar with MEDDPICC and Corporate Visions Sales Methdology
- 8+ years of solution sales experience, managing complex sales cycles, ideally within SaaS and for a disruptive technology provider (experience selling to Sales, Marketing or Sales Enablement is a plus)
- Ability to align technology solutions to complex, multi-stakeholder business problems
- Track record of consistent over-achievement of quotas, revenue goals, and the ability to effectively identify and sell to both end users of a platform and to C-level executives
- Experience and comfortable running Proof of Concepts/Pilots with a range of stakeholder requirements in a competitive evaluation scenario
- Ability to work individually and within a cross-functional virtual team in a fast-paced and continually evolving environment
- Excellent written and verbal communication skills combined with very strong presentation skills
- Travel within North America required
- Collaborative team player with a positive growth mindset
- Proficient using SFDC, Clari, Gong, Linkedin
- You have experience selling to Sales and Marketing organizations. As a key member of our sales team, you must thrive in an environment that is highly collaborative and ever-evolving
- You enjoy working in a diverse, equitable, and inclusive team where people feel a deep sense of belonging and you hold yourself and others to the highest levels of performance
What the job involves
- Highspot is seeking an Account Executive to work with our Strategic prospects and customers.
- As one of our most senior and experienced individual contributors, you will have built up a wealth of sales experience selling into North America's largest and most successful companies.
- You will benefit from a proven track record of nurturing and cultivating stakeholder relationships at the Go-To-Market Senior Executive level (CMO, CRO, SVP, EVP)
- Develop and execute against qualified, but often early-stage, leads to achieve and exceed individual software quota responsibility
- Work with the ADR team to develop and nurture a pipeline that will fuel the ongoing growth of your business, enabling you to exceed your quarterly and annual sales quota
- Qualify new opportunities and evangelize Highspot’s vision and value proposition through customer meetings, product demonstrations, in-market events, and account-specific initiatives
- Work cross-functionally with our Sales Engineers, Account Development, Marketing, Product, and Professional Services teams to deliver outstanding results
- Lead multiple customer sales cycles and close effectively – candidate is a hunter
- Accurately forecast profitable and predictable territory performance
- 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
- You will have the opportunity to overachieve and earn uncapped commissions with accelerators based on performance
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
-9% employee growth in 12 months
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
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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