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. 

About the Role

Highspot is seeking an experienced Sr. Manager of Account Management who will oversee and facilitate a team of Account Managers. This leader is passionate about Strategic Customers successfully utilizing Highspot solutions to drive effective sales enablement; this individual also truly enjoys building and coaching Strategic Account Managers to consistent, high-performing success. You will act as an advocate for the organization, closely collaborating with other functional areas to drive continuous improvements. You will develop strategies for generating ongoing delighted Customers, retain and grow Customer revenue to help achieve the company’s goals, build a best-in-class Account Management team and play a core role in Highspot’s rapid growth. You are not afraid to roll up your sleeves, be hands-on, and bring a make-it-happen attitude. You are able to lead through high growth and change while exemplifying Highspot’s core guiding principles; you strive to create an equitable and inclusive environment for your team and the company. This is an amazing opportunity to make a huge impact on a fast-growing SaaS company.

What You'll Do

• Actively grow, hire, and continuously develop a diverse, talented, and motivated team who succeed by becoming trusted industry experts for their Customers
• Initiate, develop and maintain executive-level relationships and drive activities with Highspot’s key Strategic Customers; participate in customer meetings to validate value positioning, qualify opportunities and facilitate Customer retention and growth
• Guide Account Managers in effective Customer health, risk, and opportunity assessments, and provide coaching on account planning and risk mitigation plans
• Acting as a voice of the Customer, work with our Product and Services leadership to articulate customer experiences and market opportunities that directly impact top-line outcomes
• Partner with the Global Head of Sales, VP of Account Management, and the extended Highspot leadership team to establish and manage KPIs that maintain high performance, promote and reward excellence, and drive continuous, transparent feedback across the team
• Set and achieve business revenue targets for assigned book of business that align with company goals, own quarterly and annual revenue goals, track and report progress against revenue goals and other Customer-related KPIs
• Assist team members and the extended account team in the creation and execution of business reviews on an established and recurring cadence to ensure effective Customer retention and efficient engagement of aligned resources
• Serve as a point of escalation for customers and internal cross-functional business partners and actively participate in the resolution of issues
• Create a positive work environment anchored in Highspot’s guiding principles and DE&I

Your Background

• A senior ​leader who has experience both building and executing a go-to-market model in a fast-growing B2B SaaS technology company 
• 12+ years of total Customer-facing SaaS experience, including at least 8+ years of management experience
• History of leading teams to overachieve targets in a high-growth technology company; proven ability to apply best practices in customer health management, revenue management, forecasting, and opportunity generation activities that translate into superior team and individual performance
• Demonstrated experience building and leading in a collaborative environment across go-to-market teams
• Ability to drive consistency, productivity, and efficiency in a metric-driven model. Well-versed in SaaS metrics (ARR, churn, velocity, conversion, adoption health, etc..) and experience running and providing high-touch management support through complex renewal and expansion sales cycles
• Understanding of effective SaaS sales strategy that reaches and influences executive-level buyers in enterprise and strategic customer segments, plus excitement for driving the sales enablement industry forward
• Strong command of Salesforce reporting, analytics, and dashboards

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.
• 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.