Account Executive, Highspot
Enterprise
$245-295k
OTE
$122.5-147.5k
BASE
50.00% base/50.00% variable target OTE split. Employees are eligible to receive stock options and may also receive other forms of compensation
Sales enablement platform
Open for applications
Sales enablement platform
501-1000 employees
Open for applications
$245-295k
OTE
$122.5-147.5k
BASE
50.00% base/50.00% variable target OTE split. Employees are eligible to receive stock options and may also receive other forms of compensation
501-1000 employees
Company mission
To empower companies to elevate customer conversations that drive strategic growth.
Role
Who you are
- The AE has experience selling to Sales and Marketing organizations
- As a key member of our sales team, the AE must thrive in an environment that is highly collaborative and ever-evolving
- Proven track record of successfully selling complex enterprise platform solutions (preferably sales and marketing solutions) and driving revenue primarily through new customer acquisition
- Strong understanding of and experience selling to qualified, early-stage leads
- 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 sales process, and a proven closer
- Success in a highly driven landscape selling premium-priced offerings
- 5+ years of successful software sales experience with a focus on value-based solution selling of CRM, Sales Enablement, Marketing Automation, or other complex long-cycle business solutions into enterprise accounts
- Ability to creatively question and actively listen to uncover the customers’ high impact, critical business needs
- Consistent track record of surpassing sales targets
- Excellent written and verbal communication skills combined with very strong presentation skills
- Travel within North America required
- Strong team player with a positive growth mindset
- Proficient using SFDC, Clari, Gong, Linkedin, Tableau
What the job involves
- We are looking for an experienced Account Executive (AE) for our Enterprise 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 manage evaluation projects with customers and the Highspot team
- Develop and execute against qualified, but often early stage leads to achieve and exceed individual software quota responsibility
- Consistently build and deliver an accurate pipeline and forecast visibility via Salesforce.com and/or available forecasting tools
- Lead multiple customer sales cycles and close effectively – candidate is a hunter
- Quickly learn new software product(s) and clearly communicate the value proposition and differentiation
- Manage effective internal working relationships with Sales Engineers, Professional Services, and Account Development Teams
- Develop strong relationships with key decision makers, influencers and partners within assigned opportunities
- 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
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
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
- 401K Retirement Plan
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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