Account Executive, Highspot
SMB
$125-155k
OTE
$62.5-77.5k
BASE
50.00% base/50.00% variable target OTE split. + Stock Options
More information about location
Sales enablement platform
Open for applications
Sales enablement platform
501-1000 employees
Open for applications
$125-155k
OTE
$62.5-77.5k
BASE
50.00% base/50.00% variable target OTE split. + 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
- The AE has experience with Sales and Marketing professionals.
- As a key member of our sales team, the AE must thrive in an environment that is highly collaborative
- Proven track record of successfully achieving goals and supporting other team members
- Strong understanding of and experience selling to qualified, early-stage leads, as well as full cycle sales with proven ability to effectively generate pipeline
- Demonstrated ability to successfully prospect to Sales Enablement, Sales, Marketing, and Operations by successfully emphasizing business value and product differentiation
- Actively listen to determine the customers’ needs and challenges
- Clearly articulate business value, impact and ROI
- Operate in a fast-moving, entrepreneurial environment with limited overhead, but deep support
- Able to garner commitment at every step of sales process, a proven closer
- Successful experience prospecting into senior leaders or C-level
- 1-3 years of successful software sales experience with a focus on Solution Selling into CRM, Sales Enablement, Marketing Automation, or business solutions at enterprise accounts
- Consistent track record of surpassing sales targets and over-achieving
- Excellent written and verbal communication skills combined with very strong presentation skills
- Strong articulation, highly motivated self-starters, eager to learn, adapt quickly, and comfortable with ambiguity
- Travel to meet customers on-site for presentations ~25%
- Strong Team Player, “we” not me attitude
- Strong computer skills, including Salesforce, and MS Office
What the job involves
- We are looking for an experienced Account Executive (AE) for our SMB business.
- The AE will develop, manage and close sales opportunities. The AE will have the opportunity to overachieve and earn uncapped commissions with accelerators based on performance.
- The AE must meet or exceed sales targets, manage deals, forecast accurately, and project manage evaluations with customers and the Highspot team.
- Execute account plans to achieve and exceed individual quota responsibility
- Consistently build and deliver an accurate pipeline via Salesforce.com and/or available forecasting tools
- Lead multiple customer sales cycles and close effectively – candidate is a hunter
- Quickly learn new software product(s) and clearly communicate the value proposition
- Manage effective working relationships with Leadership, Sales Engineers, Consulting Professionals, Marketing, Legal, Customer Support and other Account Executives
- Develop strong relationships with key decision makers, influencers and partners
- Understand and document corporate budget, decision-making timeframe, customer goals, and key decision makers within the prospect’s organization
- Deliver impactful demonstrations, by phone / Zoom
- Keep abreast of competitive knowledge and products
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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