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Highspot · 4 days ago

Sr. Account Executive, Enterprise (West) - Remote

United States

Full-time

Remote

Senior Level

$122K/yr - $168K/yr

5+ years exp

Highspot is pioneering the category of sales productivity and is seeking a Senior Account Executive for their Enterprise business. The role involves developing, managing, and closing sales opportunities while exceeding sales targets and collaborating with internal teams.

Artificial Intelligence (AI)Enterprise SoftwareSales AutomationSales EnablementSoftware

Responsibilities

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

Qualification

Software sales experienceValue-based solution sellingSalesforce.com proficiencyEnterprise platform solutionsCRM knowledgeSales Enablement experienceMarketing Automation knowledgePresentation skillsCommunication skillsTeam playerPositive growth mindset

Required

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

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