Account Executive, Highspot
Mid Market
$190-260k
OTE
$95-130k
BASE
50.00% base / 50.00% variable target OTE split + stock options
Sales enablement platform
Be an early applicant
Sales enablement platform
501-1000 employees
Be an early applicant
$190-260k
OTE
$95-130k
BASE
50.00% base / 50.00% variable target OTE split + stock options
501-1000 employees
Company mission
To empower companies to elevate customer conversations that drive strategic growth.
Role
Who you are
- 4+ years of successful software sales experience with a focus on value-based solution selling of CRM, Sales Enablement, Marketing Automation, or similarly complex, long-cycle business solutions
- Proven ability to generate pipeline through an omni-channel, multi-threaded approach and consistently exceed sales targets
- Experience driving expansion conversations and demonstrated ability to grow underutilized customers
- Strong customer-facing presence with the ability to negotiate effectively across Mid Market and Enterprise accounts
- Skilled at mapping complex business requirements to product use cases and articulating clear value to prospects and customers
- Strong understanding and experience leveraging MEDDPICC framework as a sales qualification tool to assess opportunities
- Able to work independently and as part of a team in a fast-paced, rapidly changing environment with a strong sense of urgency
- Excellent verbal, written, and presentation skills with the ability to lead compelling product and value discussions
- Proficient with Salesforce and experienced using modern sales tools such as Clari, Gong, LinkedIn, Salesloft, or ZoomInfo
- A positive growth mindset and desire to improve both organizational outcomes and those around you
- Did you read the requirements as a checklist and not tick every box? Don't rule yourself out! If this role resonates with you, hit the ‘apply’ button
What the job involves
- We are looking for an experienced Account Executive (AE) for our mid market 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
- 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 and ever-evolving
- Develop, manage, and close a pipeline of qualified, often early-stage leads to achieve and exceed individual software quota targets
- Own the full sales cycle—from initial outreach, qualification, discovery, demo, proposal, to negotiation and close—while consistently driving new ARR
- Build deep account insights to identify pain points, goals, and expansion opportunities within existing customer organizations
- Partner closely with Customer Success, Services, Sales Engineers, and Account Development teams to ensure value realization and to uncover additional revenue pathways
- Meet regularly with customers and prospects, providing value at every interaction while managing both net-new and expansion motions
- Drive and execute expansion discussions and agreements while maintaining high customer satisfaction
- Maintain accurate account, opportunity, and forecast data within Salesforce and other internal forecasting tools
- Quickly learn new products and clearly communicate differentiated value propositions to executives and key stakeholders
- Develop strong, multi-threaded relationships with decision makers, influencers, and partners across assigned accounts
- Understand and document customer goals, decision-making processes, budgets, and timelines to support both new business and expansion opportunities
- Contribute positively to a collaborative team environment grounded in 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
-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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