Senior Account Executive, Highspot

Enterprise, West

$250-305k

OTE

$122.5-152.5k

BASE

50.00% base/50.00% variable target OTE split. Employees are eligible to receive stock options and may also receive other forms of compensation

Tableau

Salesforce

Senior and Expert level

Remote in US

Sales enablement platform

Open for applications

Sales enablement platform

501-1000 employees

B2BArtificial IntelligenceEnterpriseAnalyticsSaaSSales

Open for applications

$250-305k

OTE

$122.5-152.5k

BASE

50.00% base/50.00% variable target OTE split. Employees are eligible to receive stock options and may also receive other forms of compensation

Tableau

Salesforce

Senior and Expert level

Remote in US

501-1000 employees

B2BArtificial IntelligenceEnterpriseAnalyticsSaaSSales

Company mission

To empower companies to elevate customer conversations that drive strategic growth.

Job

Company

Role

Who you are

The AE has experience selling to Sales and Marketing organizations
As a key member of our sales team, the AE must thrive in an environment that is highly collaborative and ever-evolving
Proven track record of successfully selling complex enterprise platform solutions (preferably sales and marketing solutions) and driving revenue primarily through new customer acquisition
Strong understanding of and experience selling to qualified, early-stage leads
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 sales process, and a proven closer
Success in a highly driven landscape selling premium-priced offerings
5+ years of successful software sales experience with a focus on value-based solution selling of CRM, Sales Enablement, Marketing Automation, or other complex long-cycle business solutions into enterprise accounts
Ability to creatively question and actively listen to uncover the customers’ high impact, critical business needs
Consistent track record of surpassing sales targets
Excellent written and verbal communication skills combined with very strong presentation skills
Travel within North America required
Strong team player with a positive growth mindset
Proficient using SFDC, Clari, Gong, Linkedin, Tableau

What the job involves

We are looking for an experienced Account Executive (AE) for our Enterprise 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 manage evaluation projects with customers and the Highspot team
Develop and execute against qualified, but often early stage leads to achieve and exceed individual software quota responsibility
Consistently build and deliver an accurate pipeline and forecast visibility 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 and differentiation
Manage effective internal working relationships with Sales Engineers, Professional Services, and Account Development Teams
Develop strong relationships with key decision makers, influencers and partners within assigned opportunities
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

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

Top investors

-9% employee growth in 12 months

Glassdoor (3.4)

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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