Account Manager, Highspot
SMB
$115-140k
OTE
$69-84k
BASE
+ Eligible to receive stock options
More information about location
Sales enablement platform
Be an early applicant
Sales enablement platform
501-1000 employees
Be an early applicant
$115-140k
OTE
$69-84k
BASE
+ Eligible to receive stock options
More information about location
501-1000 employees
Company mission
To empower companies to elevate customer conversations that drive strategic growth.
Role
Who you are
- Proven track record of meeting and exceeding revenue targets; you are highly results-oriented and reliably deliver on expectations
- 3+ years of experience in a Full sales cycle and/or growth quota-carrying Sales and/or Account Management role
- Proven track record of selling and managing large, multi-product, multi-million dollar books of business
- Experience managing a diverse set of customer stakeholders ranging from C-level to manager with multiple stakeholders per account. Ability to establish new relationships with key target contacts
- 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 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 Account Manager to join our Post-Sales Enterprise team. The Account Manager owns commercial responsibility for a customer portfolio, focusing on renewal and expansion. Account Managers establish Highspot as a world-class leader in SaaS net ARR, gross ARR, and logo churn
- AMs are tasked with surpassing targets for retention and expansion that drive customer-level strategies to reinforce Highspot value. AMs will achieve revenue retention and expansion quotas by navigating complex customer organizations, building relationships, and managing clear communication and updates internally. The AM drives commercial outcomes through their partnership with the CSM organization and other GTM teams (e.g. SCs, Services, Renewal Specialists, PRE) to retain and grow the account
- Ideal AM candidates have experience with Sales, Marketing, and Enablement professionals, possess a high degree of business acumen, and can identify and translate business value back to their customers. As a key post-sales team member, the AM must thrive in a highly collaborative and performance-driven environment
- Lead relationship and revenue management for our SMB account base
- Drive the development of customer-level strategies designed to reinforce Highspot value 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
- 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 to the customers in your assigned book of business
- Map out and navigate complex customer organizations to identify key stakeholders and 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
-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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