Job description
About Highspot
Highspot is pioneering the category that is fundamentally changing the way companies increase sales productivity. On a mission to transform the way millions of people work with sales enablement, Highspot is committed to building breakthrough software with a spark of magic. We believe a great place to work is about more than the work – it’s about what the company stands for, and how it authentically represents its values in the real world. To this end, we have put intentional focus on creating equitable workspaces for each of our employees. Our goal is to create a culture where everyone feels a deep sense of belonging and is empowered to be an agent of change, with the ability to transform themselves, their workplace, and their world.
About the Role
We are looking for an experienced Account Executive (AE) for our Enterprise business who lives on the West Coast. 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:
- 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
Base salary range: $122,500 - $147,500On Target Earnings (OTE) range: $245,000 - $295,000, 50.00% base/50.00% variable target OTE split. Employees are eligible to receive stock options and may also receive other forms of compensation.The above represents total expected compensation for this role. Actual compensation will depend on various job-related factors, including, but not limited to, location, experience, and job qualifications.Highspot also offers the following employee benefits for this position:
-Comprehensive medical, dental, vision, disability, and life benefits
-Health Savings Account (HSA) with employer contribution
-401(k) Matching with immediate vesting on employer match
-Flexible PTO
-8 paid holidays and 5 paid days for Annual Holiday Week
-Quarterly Recharge Fridays (paid days off for mental health recharge)
-18 weeks paid parental leave
-Access to Coaches and Therapists through Modern Health
-2 volunteer days per year
-Commuting benefits
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.
