About Highspot
Highspot is pioneering the category that is fundamentally changing the way companies increase sales productivity. On a mission to transform the way millions of people work with sales enablement, Highspot is committed to building breakthrough software with a spark of magic. We believe a great place to work is about more than the work – it’s about what the company stands for, and how it authentically represents its values in the real world. To this end, we have put intentional focus on creating equitable workspaces for each of our employees. Our goal is to create a culture where everyone feels a deep sense of belonging and is empowered to be an agent of change, with the ability to transform themselves, their workplace, and their world.
About the Role
Our cutting-edge software empowers businesses to optimize operations, enhance productivity, and drive revenue growth. We are seeking a highly experienced sales professional with a proven track record of crushing revenue targets to join our dynamic team, as a Sr. Account Executive to expand our market share in the Global 2000. The Sr. Account Executive will play a pivotal role in winning new customers and acquiring incremental revenue across business units, subsidiaries, and geographies within our Enterprise segment.
You will partner closely with the company’s leadership across all global go-to-market teams to nail and scale best practices in the upper markets.
In this role, you will manage the end-to-end sales process from building pipeline to closing new business to expanding revenue. You will take a results-oriented and customer-centric approach with a focus on understanding and addressing customer pain points and delivering exceptional long-term value.
This role requires enterprise selling, which is a combination of technical expertise, strategic thinking, cross-functional collaboration, relationship building, and business acumen tailored to the unique needs of Enterprise Accounts.
You are someone who leads by example to uplevel, coach, and mentor team members to improve overall performance.
What You'll Do
Grow Revenue
- 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.
Strategic Account Planning
-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.
Rigorous & Predictable Sales Process
- 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.
Executive Relationship Building & Multi-Threading
- 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.
Strategic Negotiation and Closing
- 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.
Market Expertise
- Act as a thought leader on industry trends, competitive landscape, and emerging technologies to position our software solutions effectively.
- Compete to win. Continuously analyze market dynamics and adjust strategies to maintain a competitive edge.
Evangelize Our Vision
- 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. Show what good looks like in using Highspot to sell to buyers.
Cross-functional Collaboration
- 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.
Deliver Technical & Solution Expertise
- 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.
