About Highspot

Highspot helps sales teams improve customer conversations and achieve their revenue goals. From content optimization and performance analytics to in-context training, guided selling, and more, the Highspot platform delivers enterprise-ready features in a modern design that sales reps and marketers love. Using Highspot, marketing leaders have deep insights and analytics into the performance and influenced revenue of content, campaigns, and marketing assets. What makes the solution special? It’s loved by sales reps globally, and is the #1 rated sales enablement platform on G2 Crowd. 

We are committed to diversity as both a moral and business imperative. 

Position Overview

We are looking for an experienced Account Executive (AE) for our small to medium 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. 

Background

• Proven track record of successfully selling SaaS solutions (preferably sales and marketing solutions) and obtaining revenue through new customer acquisition
• Strong understanding of driving opportunities to close while delighting customers through a customer friendly process
• Demonstrated ability to sell to Sales Enablement, Sales or Marketing, successfully emphasizing business value and product differentiation
• Actively listen to determine the customers’ needs and challenges
• Clearly articulate business value, impact and ROI
• Operate in a fast-moving, entrepreneurial environment with limited overhead, but deep support
• Able to garner commitment at every step of sales process, a proven closer
• Successful experience prospecting into senior leaders or C-level 

Responsibilities

• Execute account plans to achieve and exceed individual quota responsibility
• Consistently build and deliver an accurate pipeline via Salesforce.com
• Lead multiple customer sales cycles and close effectively – candidate is a hunter
• Quickly learn new software product(s) and clearly communicate the value proposition
• Manage effective working relationships with Leadership, Sales Engineers, Consulting Professionals, Marketing, Legal, Customer Support and other Account Executives
• Develop strong relationships with key decision makers, influencers and partners 
• Understand and document corporate budget, decision-making timeframe, customer goals, and key decision makers within the prospect’s organization
• Deliver impactful demonstrations, by phone / Zoom 
• Keep abreast of competitive knowledge and products

Required Skills and Experience

• 3+ years successful software sales experience with a focus on Solution Selling into CRM, Sales Enablement, Marketing Automation, or business solutions at enterprise accounts
• Consistent track record of surpassing sales targets and over-achieving
• Excellent written and verbal communication skills combined with very strong presentation skills
• Strong articulation, highly motivated self-starters, eager to learn, adapt quickly, and comfortable with ambiguity
• Travel to meet customers on-site for presentations ~25%
• Strong Team Player, “we” not me attitude
• Strong computer skills, including Salesforce, and MS Office

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
• New Hampshire- Remote
• New Jersey- Remote
• New York- Remote
• North Carolina- Remote
• Ohio- Remote
• Oregon- Remote
• Pennsylvania- Remote
• Texas- Remote
• Utah- Remote
• Virginia- Remote
• Washington- Remote
• Washington, D.C.- Remote
• Wisconsin- Remote
• #BI-Remote

Benefits

Comprehensive medical, dental, and vision benefits

401(k) Matching

Paid parental leave 

Flexible work and vacation schedules

Discounted ClassPass membership

2 volunteer days per year

Transportation benefits

Competitive compensation and stock options

Fully-stocked kitchen

Annual company-wide events

Meaningfully contribute to a compelling vision!

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.