Account Development Representative, Highspot
Northern Europe
+ Equity
Sales enablement platform
Be an early applicant
Sales enablement platform
501-1000 employees
Be an early applicant
+ Equity
501-1000 employees
Company mission
To empower companies to elevate customer conversations that drive strategic growth.
Role
Who you are
- You are a motivated self-starter: You love bringing new ideas to the table and understand what it takes to build trust and follow up in a credible and timely manner
- You are a team player: You lead by example and go above and beyond for your team and the company.You are agile and embrace change: You are not flustered easily and strive when you have to think on your feet
- You are curious to understand your surroundings: You are constantly asking questions and have a strong desire to understand the “how’s” and “why’s” of your environment
- You are looking to become part of a world-class team: You want to make an impact and become part of a team where you can grow within the company by being rewarded and recognized based on your performance
- At least one year of relevant work experience
- Experience engaging with multiple executive levels within an organization; familiarity with marketing and sales is a plus
- Pre-call planning, opportunity qualification, objection handling, call structure and control, time and territory management is a plus
- Proficient with standard corporate productivity tools (email, voicemail, MS Office)
- Experience with email and social media (LinkedIn, Twitter, etc.)
- Sales training and salesforce.com experience a plus
What the job involves
- We are seeking a tenacious team member to join our account development team, who loves evangelizing a disruptive, new product and wants to be part of a powerhouse, growing, hard-working team
- Our team is dedicated to cultivating personal and professional development by creating a culture of transparency, creativity, innovation, passion, learning and winning
- The Account Development Representative (ADR) is responsible for creating a strategic account penetration plan to identify and create qualified sales opportunities within target accounts for their Account Executive(s)
- The ADR also manages inbound lead activity, qualifying active buying interest and developing opportunities in prospect accounts
- The ADR is responsible for conducting business dealings with C-suite level executives in a way that creates a superior experience that will set the stage for effective sales follow-up, as well as future product sales
- This position reports to the Manager of Account Development
- The ADR will prospect, educate, qualify, and develop Target Accounts and inbound leads to create sales-ready leads and opportunities, including:
- Leverage on-boarding and continuous training to be an expert about the company, industry, our platform’s benefits and features in order to effectively articulate the Highspot value proposition, while gathering information about prospect needs
- Efficiently research to identify the right people to approach within target accounts: the members of the buying team and its key influencers
- Strategically coordinate personalized, multi-channel, multi-threaded, outbound activities to target various buying personas and create high-value opportunities in target accounts
- Understand the value drivers of prospects to creatively and professionally craft customized and personalized messages that offer unique perspectives specific to their economic motivators
- Successfully manage and overcome prospect objections
- Update prospect interactions in Salesforce.com to ensure efficient account management
- Consistently achieve monthly qualified opportunity quotas to ensure revenue objective
- Understand, as much as possible, the corporate budget, decision-making timeframe, customer goals, and key decision makers within the prospect’s organization
Salary benchmarks
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
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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