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Account Executive, Strategic - Remote



Sales & Business Development
United States
Posted on Friday, December 15, 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
Highspot is seeking an Account Executive to work with our Strategic prospects and customers. As one of our most senior and experienced individual contributors, you will have built up a wealth of sales experience selling into North America's largest and most successful companies. You will benefit from a proven track record of nurturing and cultivating stakeholder relationships at the Go-To-Market Senior Executive level (CMO, CRO, SVP, EVP). You are curious by nature, a superb communicator, and naturally excel in leading cross-functional, virtual teams to drive net-new business.
This isn’t just any SaaS sales role and it won’t be for everyone. Expectations are high, and the addressable market and your personal opportunity is even greater. In fact, this role may well be the most interesting and rewarding career move you have ever made.
You will have the opportunity to overachieve and earn uncapped commissions with accelerators based on performance. You have experience selling to Sales and Marketing organizations. As a key member of our sales team, you must thrive in an environment that is highly collaborative and ever-evolving. You enjoy working in a diverse, equitable, and inclusive team where people feel a deep sense of belonging and you hold yourself and others to the highest levels of performance.

What You'll Do

  • Develop and execute against qualified, but often early-stage, leads to achieve and exceed individual software quota responsibility
  • Work with the ADR team to develop and nurture a pipeline that will fuel the ongoing growth of your business, enabling you to exceed your quarterly and annual sales quota
  • Qualify new opportunities and evangelize Highspot’s vision and value proposition through customer meetings, product demonstrations, in-market events, and account-specific initiatives
  • Work cross-functionally with our Sales Engineers, Account Development, Marketing, Product, and Professional Services teams to deliver outstanding results
  • Lead multiple customer sales cycles and close effectively – candidate is a hunter
  • Accurately forecast profitable and predictable territory performance
  • 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

Your Background

  • Proven track record of successfully selling complex enterprise platform solutions (preferably sales and marketing solutions) and driving revenue primarily through new customer acquisition
  • Experience navigating and selling to Fortune 500 organizations
  • 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 the sales process, and a proven closer
  • Success in a highly driven landscape selling premium-priced offerings
  • Experience building business cases to drive change from current “status quo” to justify a net new budget expense
  • Familiar with MEDDPICC and Corporate Visions Sales Methdology

Required Skills and Experience

  • 8+ years of solution sales experience, managing complex sales cycles, ideally within SaaS and for a disruptive technology provider (experience selling to Sales, Marketing or Sales Enablement is a plus)
  • Ability to align technology solutions to complex, multi-stakeholder business problems
  • Track record of consistent over-achievement of quotas, revenue goals, and the ability to effectively identify and sell to both end users of a platform and to C-level executives
  • Experience and comfortable running Proof of Concepts/Pilots with a range of stakeholder requirements in a competitive evaluation scenario
  • Ability to work individually and within a cross-functional virtual team in a fast-paced and continually evolving environment
  • Excellent written and verbal communication skills combined with very strong presentation skills
  • Travel within North America required
  • Collaborative team player with a positive growth mindset
  • Proficient using SFDC, Clari, Gong, Linkedin

This position is available either in-office or remote, as applicable, at the following locations:

  • Arizona - Remote
  • Arkansas - Remote
  • California - Remote
  • Connecticut - Remote
  • Florida - Remote
  • Georgia - Remote
  • Idaho - Remote
  • Illinois - Remote
  • Maryland - Remote
  • Massachusetts - Remote
  • Michigan - Remote
  • Minnesota - Remote
  • Missouri - Remote
  • Montana - Remote
  • Nevada - Remote
  • New Hampshire - Remote
  • New Jersey - Remote
  • New York - Remote
  • North Carolina - Remote
  • Ohio - Remote
  • Oregon - Remote
  • Pennsylvania - Remote
  • Tennessee - Remote
  • Texas - Remote
  • Utah - Remote
  • Virginia - Remote
  • Washington - Remote
  • Washington - Seattle
  • Washington, D.C. - Remote
  • Wisconsin - Remote
  • #BI-Remote
Base salary range: $135,000 - $165,000. On Target Earnings (OTE) range: $270,000 - $330,000, 50.00% base/50.00% 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.