Job description
Who We Are
Highlight is the definitive product intelligence platform enabling brands to create products people love. Powered by a proprietary community, seamless logistics, expert research methodologies, and AI-driven analytics, Highlight’s platform is purpose-built for modern physical product teams and trusted by leading brands, top retailers, and emerging innovators alike. The Highlight platform delivers high-impact insights with unmatched quality across every stage of the product innovation lifecycle—from early ideas and prototypes to in-market renovation—empowering teams to act quickly and bring winning products to market with confidence.
We’re looking for a hands-on Director of Sales to lead our Account Executive team as we continue to scale our software sales motion. This is a critical leadership role within our Go-To-Market org for someone who brings deep tech sales experience, thrives in dynamic environments, and knows how to drive performance through structure, clarity, and enablement. As Director of Sales, you’ll lead by example—setting the tone, refining the playbook, and helping shape our go-to-market strategy as we grow and evolve our offering.
Your Impact
- Lead and develop a high-performing team of AEs—supporting experienced sellers, setting clear expectations, and driving accountability.
- Own new business software sales targets and ensure your team consistently meets or exceeds quota.
- Support CRO in refining sales strategy and infrastructure—including forecasting, SOPs, packaging, pitch language, and sales motion.
- Partner closely with Product, Engineering, and Enablement to align on solutions, roadmap priorities, and customer feedback loops.
- Partner closely with the CRO to shape sales strategy, influence revenue planning, and translate company priorities into team action.
- Monitor and improve team productivity and sales efficiency, identifying process bottlenecks and implementing scalable solutions.
- Coach AEs on deal strategy, messaging, and execution, with a focus on multithreading and enterprise sales best practices.
- Use data to drive decision-making, identify trends, and report on performance across the funnel.
- Help define and evolve territory strategy and account allocation to ensure balance, high-impact coverage.
- Champion a culture of learning, collaboration, and accountability within the sales team.
About You
- 7+ years of B2B sales experience, with 1+ years in sales leadership roles
- Experience selling tech/Saas platforms, ideally subscription-based or software with AI/data components
- Strong understanding of sales processes—from pipeline generation to deal close—and a track record of building scalable systems
- Comfortable managing and motivating teams through ambiguity and change
- Experience partnering cross-functionally with Product, Marketing, Enablement, and Customer Enablement teams
- Highly proficient in Salesforce or Hubspot (Hubspot experience preferred)
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: $240,000 - $280,000
You don’t need to meet every qualification listed to apply—we value potential, curiosity, and diverse perspectives. At Highlight, we believe that innovation thrives when different experiences and ideas come together. We’re committed to building an inclusive team where individuals of all backgrounds - including but not limited to - race, age, gender identity and expression, sexual orientation, national origin, religion, disability, veteran status, and more—feel empowered to contribute and grow.
If you’re a critical thinker who’s not afraid to challenge assumptions, we’d love to hear from you. We’re a passionate, supportive team that puts Humans First, cares about each other, and yes—we take our tacos seriously. 🌮
