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Account Executive (Expansion), Enterprise - Remote

About HighspotHighspot helps sales teams improve customer conversations and achieve their revenue goals. From content optimization and performance analytics to in-context training, guided selling, and more, the Highspot platform delivers enterprise-ready features in a modern design that sales reps and marketers love. Using Highspot, marketing leaders have deep insights and analytics into the performance and influenced revenue of content, campaigns, and marketing assets. What makes the solution special? It's loved by sales reps globally, and is the #1 rated sales enablement platform on G2 Crowd.
We are committed to diversity as both a moral and business imperative.
About the RoleWe are looking for an experienced Expansion Account Executive (AE) to join our Enterprise team. The AE will cultivate and manage post-sales cross-sell 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 project manage evaluations with customers and with internal teams. The AE has experience with Sales and Marketing professionals. As a key member of our sales team, the AE must thrive in an environment that is highly collaborative.

What You'll Do

  • Partner with the Account Manager to understand customer success plans and outline where they can expand
  • Consistently build and deliver an accurate pipeline via
  • Lead multiple customer sales cycles and close effectively - candidate is a hunter within our customer base
  • Quickly learn new software product(s) and clearly communicate the value proposition
  • Manage effective working relationships with Leadership, Account Management, Services, Sales Engineers, Consulting Professionals, Marketing, Legal, Customer Support and other Account Executives
  • Develop strong relationships with key decision-makers, influencers, and partners
  • Understand and document corporate budget, decision-making timeframe, customer goals, and key decision-makers
  • Deliver impactful demonstrations, by phone / Zoom and in-person
  • Keep abreast of competitive knowledge and products

Your Background

  • Proven track record of successfully achieving goals and supporting other team members
  • Strong understanding of driving additional business with customers through the discovery, which results in Pipeline creation and Closed Won Opportunities
  • Working closely with the Account Management team to expand key customer relationships, focusing on outcomes and market expansion; influence senior-level relationships within the customer base
  • Partner with cross-functional teams (Marketing, Operations, Product, etc.) to leverage expertise and insights in building future business initiatives and innovation pipelines, optimize the customer experience, and drive successful attainment of new business growth targets
  • Demonstrated ability to successfully prospect into our customer base and successfully emphasize business and product value
  • Actively listen to determine the customers' needs and challenges
  • Clearly articulate business value, impact, and ROI
  • Operate in a fast-moving, entrepreneurial environment with limited overhead, but deep support
  • Able to garner commitment at every step of the sales process, a proven closer
  • Successful experience prospecting into senior leaders or C-level

Required Skills and Experience

  • 5+ years of successful software sales experience with a focus on Solution Selling into CRM, Sales Enablement, Marketing Automation, or business solutions at enterprise accounts
  • Hunter mentality and able to create your own funnel
  • Consistent track record of surpassing sales targets and over-achieving
  • Excellent written and verbal communication skills combined with very strong presentation skills
  • Strong communicator, highly motivated self-starter, eager to learn, adapt quickly, and comfortable with ambiguity
  • Travel to meet customers on-site for presentations ~25%
  • Strong Team Player, "all in" attitude
  • Strong computer skills, including Salesforce, and MS Office

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
BenefitsComprehensive medical, dental, and vision benefits401(k) MatchingPaid parental leave Flexible work and vacation schedulesDiscounted ClassPass membership2 volunteer days per yearTransportation benefitsCompetitive compensation and stock optionsFully-stocked kitchenAnnual company-wide eventsMeaningfully contribute to a compelling vision!
Equal Opportunity StatementWe 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.
Salary Range
$78,000.00 - $146,000.00
per Year
Salary range estimated by
salary estimation provided by zippia
Seattle, WA, 98121, US