Senior Account Manager, Highspot
Strategic
$240-272.9k
OTE
$144-163.7k
BASE
60% base/40% variable target OTE split. Employees are eligible to receive stock options
AI-powered go-to-market platform
Job no longer available
AI-powered go-to-market platform
1001+ employees
Job no longer available
$240-272.9k
OTE
$144-163.7k
BASE
60% base/40% variable target OTE split. Employees are eligible to receive stock options
1001+ employees
Company mission
To enable the impossible for GTM teams everywhere.
Role
Who you are
- 8+ years of experience leading Enterprise Customers (Full sales cycle and/or Growth quota-carrying Account Management experience)
- 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 where needed
- 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
- Proven track record of successfully achieving revenue and renewal targets
- Demonstrated ability to successfully prospect into an installed customer base and successfully identify and solidify business and product value
- 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 Senior Account Manager to join our Post-Sales Enterprise team. The Sr. AM will cultivate and manage customer relationships, focusing on growth and retention
- The Sr. AM will be responsible for all cross-sells, up-sells, and renewals within their book of business
- The Sr. AM will have the opportunity to overachieve and earn uncapped commissions with accelerators based on performance
- The Sr. AM must meet or exceed sales targets (both renewal and expansion), manage deals and relationships, forecast accurately, and partner heavily with Services to deliver an outstanding Highspot experience anchored in business value
- The Sr. AM has experience with Sales, Marketing, and Enablement professionals, possesses a high degree of business acumen, and can identify and translate business value back to the customer
- As a key member of our sales team, the Sr. AM must thrive in an environment that is highly collaborative and performance-driven
- Lead and manage relationships with our largest, most strategic customer accounts
- Carry an aggressive retention quota and assume sole responsibility for customer renewals
- Carry an aggressive expansion quota and assume sole responsibility for upselling and cross-selling our products
- Build and maintain relationships with key executives and stakeholders. Map out and navigate complex organizations to build new relationships as needed
- Develop and execute a strategy to drive value realization of the Highspot platform, growth, and mitigate/remediate risk. This includes educating and leading internal, cross-departmental resources from leadership down in order to ensure successful execution of our objectives
- Represent the customer back to the business through clear communication and administrative updates to CRM, forecasting, and other key tools
- Must be able to travel on-site at least monthly
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
-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
Share this job