Job description
Who We Are
30,000 products are launched every year, and 90% of them fail. Highlight is the first and only end-to-end agile product testing platform, enabling the efficient collection of scaled product performance data. Brands like Nestle, P&G, and Estee Lauder rely on Highlight for competitive benchmarking, pre-launch formulation testing, in-market product renovation, and more, to optimize product success. Highlight, launched in 2021, has seen runaway growth and scale, having tested hundreds of products at a fraction of the time and cost of traditional analog methods, and becoming the dominant SaaS platform in the product testing space. Highlight is a woman-owned, minority-owned startup on a mission to create better products for people and the planet. We’re a diverse and collaborative team committed to fostering an environment of innovation, impact, and growth.
Highlight is looking for talented and energetic individuals who are motivated and driven. We are a fast-paced, rapid-growth early stage start-up changing how brands test physical products. Success on our sales team hinges on a propensity for action and productive collaboration with the full sales and marketing teams. The Mid-market Account Executives are responsible for building mid-market level customer relationships all across the US market.
As a Mid-Market Account Executive, you’ll be at the forefront of our rapid expansion, helping brands uncover consumer insights in real time. If you thrive in a fast-paced, high-growth startup, love collaborating across teams, and have a passion for consultative selling, this role is for you. Your ability to prospect, build relationships, and close deals efficiently will be key to your success.
Your Impact
- Own the full sales cycle—prospect, demo, negotiate, and close new business.
- Build and maintain relationships with mid-market brands, becoming their go-to expert on consumer research.
- Drive revenue growth by hitting and exceeding quota on a quarterly and annual basis.
- Lead engaging sales presentations and platform demos with confidence.
- Work cross-functionally with marketing, customer enablement, and product to ensure seamless onboarding for new customers.
- Navigate complex sales processes with a solution-oriented mindset.
About You
- 3-5+ years of full-cycle SaaS sales experience, preferably in B2B or research/insights.
- Proven track record of meeting or exceeding sales quotas.
- Strong prospecting and pipeline management skills—you know how to create your own momentum.
- Excellent presentation, negotiation, and relationship-building abilities.
- A proactive, self-starter mentality—you’re resourceful, adaptable, and thrive in a startup environment.
Benefits
- Health insurance (medical, dental, vision) with 100% of employee premiums covered
- Unlimited PTO
- Flexible, remote WFH culture
- Access to the iconic Hearst Tower & its facilities in NYC (should you choose to ever be in person)
- Based on previous experience and skillset, the on-target earnings for this position: $200,000 - $215,000
You do not need to match every listed expectation to apply for this position. At Highlight, we know that diverse perspectives foster the innovation we need to be successful. We are committed to building a team that comes from a wide range of backgrounds - including but not limited to - race, age, sexual orientation, gender identity and expression, national origin, religion, disability, and veteran status. If you’re someone who can think rigorously and isn’t afraid to challenge assumptions, join us.
We’ve built a world-class team with decades of experience in the space. We’ve encountered the problems we’re trying to solve first hand and care deeply about making better products. We’ve been fortunate to raise a seed round from First Round Capital as well as experienced angels and insiders to help us further our mission. We’re also a passionate, capable, and empathetic team who live by our Humans First value. We have fun, we care about one another, and we’re all in on tacos.
