Invest in your career with a Madrona-funded company.


Sr. Account Manager (Strategic) - Remote



Sales & Business Development
United States
Posted on Wednesday, November 22, 2023
About Highspot
Highspot is pioneering the category that is fundamentally changing the way companies increase sales productivity. On a mission to transform the way millions of people work with sales enablement, Highspot is committed to building breakthrough software with a spark of magic. We believe a great place to work is about more than the work – it’s about what the company stands for, and how it authentically represents its values in the real world. To this end, we have put intentional focus on creating equitable workspaces for each of our employees. Our goal is to create a culture where everyone feels a deep sense of belonging and is empowered to be an agent of change, with the ability to transform themselves, their workplace, and their world.
About the Role
We are looking for an experienced Senior Account Manager to join our Post-Sales Enterprise team. The Sr. AM will cultivate and manage customer relationships, focusing on growth and retention. The Sr. AM will be responsible for all cross-sells, up-sells, and renewals within their book of business. The Sr. AM will have the opportunity to overachieve and earn uncapped commissions with accelerators based on performance. The Sr. AM must meet or exceed sales targets (both renewal and expansion), manage deals and relationships, forecast accurately, and partner heavily with Services to deliver an outstanding Highspot experience anchored in business value. The Sr. AM has experience with Sales, Marketing, and Enablement professionals, possesses a high degree of business acumen, and can identify and translate business value back to the customer. As a key member of our sales team, the Sr. AM must thrive in an environment that is highly collaborative and performance-driven.

What You'll Do

  • Lead and manage relationships with our largest, most strategic customer accounts
  • Carry an aggressive retention quota and assume sole responsibility for customer renewals
  • Carry an aggressive expansion quota and assume sole responsibility for upselling and cross-selling our products
  • Build and maintain relationships with key executives and stakeholders. Map out and navigate complex organizations to build new relationships as needed
  • Develop and execute a strategy to drive value realization of the Highspot platform, growth, and mitigate/remediate risk. This includes educating and leading internal, cross-departmental resources from leadership down in order to ensure successful execution of our objectives.
  • Represent the customer back to the business through clear communication and administrative updates to CRM, forecasting, and other key tools.
  • Must be able to travel on-site at least monthly

Your Background

  • 8+ years of experience leading Enterprise Customers (Full sales cycle and/or Growth quota-carrying Account Management experience)
  • Proven track record of selling and managing large, multi-product, multi-million dollar customers
  • Experience managing a diverse set of customer stakeholders ranging from C-level to manager with 20+ stakeholders per account. Ability to establish new relationships where needed.
  • Experience interfacing closely with executive leaders and leading a diverse set of cross-departmental internal stakeholders to execute account strategy.
  • Proven ability to stay organized, prioritize well, and manage time effectively in fast-paced, ever-changing environments.
  • Proven track record of successfully achieving revenue and renewal targets
  • Demonstrated ability to successfully prospect into an installed customer base and successfully identify and solidify business and product value
  • Ability to clearly articulate business value, impact, and ROI
  • Ability to strategically plan with customers, mapping complex business objectives to product use cases
  • Ability to effectively manage customer opportunities and risks
  • A desire to improve your organization and those around you
  • Strong executive presence
  • Strong business acumen
  • Ability to work independently as well as part of a team in a fast-paced, rapidly evolving environment
  • Salesforce, Highspot, Tableau, Clari experience preferred
Base salary range: $144,000 - $163,740. On Target Earnings (OTE) range: $240,000 - $272,900, 60.00% base/40.00% variable target OTE split. Employees are eligible to receive stock options and may also receive other forms of compensation.
The above represents total expected compensation for this role. Actual compensation will depend on various job-related factors, including, but not limited to, location, experience, and job qualifications.
Highspot also offers the following employee benefits for this position:
-Comprehensive medical, dental, vision, disability, and life benefits
-Health Savings Account (HSA) with employer contribution
-401(k) Matching with immediate vesting on employer match
-Flexible PTO
-8 paid holidays and 5 paid days for Annual Holiday Week
-Quarterly Recharge Fridays (paid days off for mental health recharge)
-18 weeks paid parental leave
-Access to Coaches and Therapists through Modern Health
-2 volunteer days per year
-Commuting benefits
Equal Opportunity Statement
We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of age, ancestry, citizenship, color, ethnicity, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or invisible disability status, political affiliation, veteran status, race, religion, or sexual orientation.
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.