85 applicants

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Company

Original Job Post

Highspot · 2 days ago

Account Executive, Strategic

United States

Full-time

Remote

Senior Level

$135K/yr - $165K/yr

8+ years exp

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Artificial Intelligence (AI)Enterprise Software

Insider Connection @Highspot

Discover valuable connections within the company who might provide insights and potential referrals, giving your job application an inside edge.

Responsibilities

Develop and execute against qualified leads to exceed individual software quota responsibility

Work with the ADR team to nurture a pipeline for ongoing growth

Qualify new opportunities and evangelize Highspot’s vision and value proposition

Collaborate cross-functionally with Sales Engineers, Account Development, Marketing, Product, and Professional Services teams

Lead multiple customer sales cycles and effectively close deals

Accurately forecast territory performance and understand corporate budget and decision-making processes

Contribute to a positive work environment anchored in guiding principles and Diversity, Equity & Inclusion

Qualification

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Enterprise Platform Solutions SalesNew Customer AcquisitionFortune 500 SalesCorporate SalesBusiness Value EmphasisStakeholder EngagementSales Process ManagementCloserPremium Pricing SalesBusiness Case DevelopmentMEDDPICC FamiliarityCorporate Visions Sales MethodologySaaS SalesQuota AchievementC-Level SellingProof of ConceptsPilot RunningSFDC ProficiencyClari ProficiencyGong ProficiencyLinkedIn ProficiencyProblem-SolvingHard WorkingCollaborativePositive Attitude CommunicationPresentation SkillsTeam PlayerGrowth Mindset

Required

Proven track record of successfully selling complex enterprise platform solutions (preferably sales and marketing solutions) and driving revenue primarily through new customer acquisition

Experience navigating and selling to Fortune 500 organizations

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 the sales process, and a proven closer

Success in a highly driven landscape selling premium-priced offerings

Experience building business cases to drive change from current “status quo” to justify a net new budget expense

Familiar with MEDDPICC and Corporate Visions Sales Methdology

8+ years of solution sales experience, managing complex sales cycles, ideally within SaaS and for a disruptive technology provider (experience selling to Sales, Marketing or Sales Enablement is a plus)

Ability to align technology solutions to complex, multi-stakeholder business problems

Track record of consistent over-achievement of quotas, revenue goals, and the ability to effectively identify and sell to both end users of a platform and to C-level executives

Experience and comfortable running Proof of Concepts/Pilots with a range of stakeholder requirements in a competitive evaluation scenario

Ability to work individually and within a cross-functional virtual team in a fast-paced and continually evolving environment

Excellent written and verbal communication skills combined with very strong presentation skills

Travel within North America required

Collaborative team player with a positive growth mindset

Proficient using SFDC, Clari, Gong, Linkedin