Director of Sales, Highlight
$240-280k
In-home product testing platform
Be an early applicant
In-home product testing platform
21-100 employees
Be an early applicant
$240-280k
21-100 employees
Company mission
To inspire our community of brands and consumers to build better products for all.
Role
Who you are
- 7+ years of B2B sales experience, with 1+ years in sales leadership roles
- Experience selling tech/Saas platforms, ideally subscription-based or software with AI/data components
- Strong understanding of sales processes—from pipeline generation to deal close—and a track record of building scalable systems
- Comfortable managing and motivating teams through ambiguity and change
- Experience partnering cross-functionally with Product, Marketing, Enablement, and Customer Enablement teams
- Highly proficient in Salesforce or Hubspot (Hubspot experience preferred)
What the job involves
- We’re looking for a hands-on Director of Sales to lead our Account Executive team as we continue to scale our software sales motion
- This is a critical leadership role within our Go-To-Market org for someone who brings deep tech sales experience, thrives in dynamic environments, and knows how to drive performance through structure, clarity, and enablement
- As Director of Sales, you’ll lead by example—setting the tone, refining the playbook, and helping shape our go-to-market strategy as we grow and evolve our offering
- Lead and develop a high-performing team of AEs—supporting experienced sellers, setting clear expectations, and driving accountability
- Own new business software sales targets and ensure your team consistently meets or exceeds quota
- Support CRO in refining sales strategy and infrastructure—including forecasting, SOPs, packaging, pitch language, and sales motion
- Partner closely with Product, Engineering, and Enablement to align on solutions, roadmap priorities, and customer feedback loops
- Partner closely with the CRO to shape sales strategy, influence revenue planning, and translate company priorities into team action
- Monitor and improve team productivity and sales efficiency, identifying process bottlenecks and implementing scalable solutions
- Coach AEs on deal strategy, messaging, and execution, with a focus on multithreading and enterprise sales best practices
- Use data to drive decision-making, identify trends, and report on performance across the funnel
- Help define and evolve territory strategy and account allocation to ensure balance, high-impact coverage
- Champion a culture of learning, collaboration, and accountability within the sales team
Our take
With over 95% of consumer products failing, and more consumer products than ever on the market, accurate and insightful market research has become a must. Highlight is a next-generation market research company offering engaging and scaleable ways to home-test products with consumers.
Highlight delivers free ‘discovery’ boxes to users in exchange for feedback, covering all kinds of consumer goods, from beverages to personal care. This setup has won it high engagement rates with users, and correspondingly deep insights into product development, which is invaluable in an industry that places such a high premium on quality feedback.
With its testing platform originally coming to the fore when in-person testing was taken off the table by the pandemic, Highlight has subsequently benefited from the general trend towards convenience, and has grown immensely since founding in 2021. Already serving over 100 partners, Highlight is now focused on hiring even more talent as it moves to accelerate growth.
Steph
Company Specialist at Welcome to the Jungle
Company
Funding (last 2 of 4 rounds)
Aug 2023
$18m
SERIES A
Mar 2022
$7m
SEED
Total funding: $33.8m
Company benefits
- Medical, dental, and vision with 100% premium covered
- Generous PTO / sick leave
- Flexible, remote WFH culture
- Optional office space - Access to Hearst Tower & its facilities in NYC (should you choose to be in person)
Company HQ
Hell's Kitchen, New York, NY
Leadership
Dana Kim
(Founder & CEO)Studied at Barnard and The Wharton School. Worked in Research at Kelton Global and as an Investment Fellow at Amplifhyer Ventures.
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