Highspot · 21 hours ago
Sr. Account Executive, Financial Services - Remote
United States
Full-time
Remote
Mid, Senior Level
$122K/yr - $168K/yr
7+ years expHighspot is pioneering the sales enablement category to enhance sales productivity and create equitable workspaces. They are seeking a Sr. Account Executive to drive revenue growth and expand market share among Global 2000 companies, managing the full sales process and building executive relationships.
Artificial Intelligence (AI)Enterprise SoftwareSales AutomationSales EnablementSoftware
Responsibilities
Predictably exceed revenue targets and customer expectations
Acquire new customer revenue in our largest Global Strategic Accounts (GSAs). Identify and pursue upsell and cross-sell opportunities, maximizing the value of our offerings
Nail and scale best practices to acquire incremental revenue across business units, subsidiaries, and geographies
Create and execute Strategic Account Plans that align with the company's overall business strategy to identify growth opportunities and drive revenue within GSAs
Results-oriented and customer-centric approach with a focus on understanding and addressing customer pain points and delivering exceptional long-term customer value
Focus on outcomes over activities
Run a repeatable sales process, including consistent management of CRM data, and high adoption of Highspot and other sales tools
Predictably forecast opportunities and revenue with a high level of accuracy
Currently have and establish new, trust and credibility with C-level executives and key stakeholders
Multi-threading to multiple personas across the entire account hierarchy and different business units to understand business objectives and develop a strategic selling strategy
Tailor all engagements, solutions, and product demonstrations to meet the needs of different buyers within the account
Lead complex negotiations and close high-value deals, ensuring mutually beneficial outcomes for both the customer and the company
Craft compelling sales proposals with multiple SKUs to maximize revenue and margins
Act as a thought leader on industry trends, competitive landscape, and emerging technologies to position our software solutions effectively
Continuously analyze market dynamics and adjust strategies to maintain a competitive edge
Deeply understand the challenges our buyers face in increasing sales productivity and driving consistent execution of their strategic initiatives
Evangelize the Highspot vision and product roadmap to solve those challenges
Leverage the Highspot solution to take a multi-channel, high-quality approach to engaging buyers
Collaborate and lead effectively with internal global teams consisting of Solution Consultants, Marketing, Services, Account Development, Professional Services, and Partner & Alliances to deliver seamless solutions and address customer needs
Act as a conductor to ensure everyone in the Account team has clear objectives
Communicate technical information effectively to non-technical stakeholders
Proactively stay tip-of-the-spear on product use cases, capabilities, and differentiators
A commitment to continuous learning and staying up-to-date with emerging technologies
Qualification
Required
7-10+ years of full-cycle B2B SaaS sales experience, with a preferred 5 years of Enterprise Complex Sales
~2 years of experience selling to Upper Market Segment accounts
Experience running long sales cycles (8-24 months)
Experience managing 5-7 Strategic Global Accounts, both new and existing customers
Proven track record in selling complex, high-value software solutions
Strong negotiation skills and the ability to close large deals
Consistent achievement of year-over-year quota attainment across the past two years
Deep understanding of the B2B software industry, including current trends, competitors, and market dynamics
Exceptional relationship-building skills to establish trust and credibility with C-level executives and key stakeholders
The ability to tap into existing networks and develop a robust professional network within the industry
Excellent and refined communication skills, both written and verbal
The ability to concisely articulate the value proposition to customers effectively
High level of confidence engaging with the most senior executives
Experience in driving and delivering ROI and Business Cases that demonstrate value realization
Proficiency and passion in understanding complex software solutions and their technical aspects
Curious to deeply understand product use cases and capabilities
Experience working with international organizations and an understanding of cultural nuances in global business
Understanding of financial metrics and the ability to analyze the financial impact of proposals on the customer's business
Proficiency in leveraging data and analytics to identify trends and opportunities within accounts
Strong problem-solving skills to address customer challenges and tailor solutions to their specific needs
Ability to come up with creative, out-of-the-box solutions
Ability to manage complex projects, ensuring the successful implementation and adoption of software solutions
Willingness and ability to travel globally to meet with clients as needed
Ability to react and pivot in ambiguous and changing environments
Entrepreneurial start-up mindset that will proactively provide creative solutions to move the business forward
Preferred
MarTech expertise preferred
Benefits
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
Company
Highspot
Highspot is a sales enablement platform that helps companies worldwide improve the performance of their sales teams.
501-1000 employees
Funding
Current Stage
Late StageTotal Funding
$644.85MKey Investors
Tiger Global ManagementICONIQ GrowthOpenView
2022-07-01Secondary Market
2022-01-13Series F· $248M
2021-02-22Series E· $200M
Leadership Team
Robert Wahbe
Co-Founder and CEO
David Wortendyke
Co-Founder and Chief Technology Officer
Recent News
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