Job Description

About the Role

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. 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.

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

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

What You'll Do

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

Required Skills and Experience

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

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

Massachusetts - Remote

New Hampshire - Remote

New Jersey - Remote

New York - Remote

North Carolina - Remote

Ohio - Remote

Oregon - Remote

Pennsylvania - Remote

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