Drive full sales cycle for mid-market accounts: generate pipeline, qualify opportunities, demo, negotiate, and close deals. Partner with Customer Success, Sales Engineers, and others to drive value realization and expansions. Maintain accurate forecasts and CRM data, use MEDDPICC to qualify deals, and consistently meet or exceed ARR quota while building multi-threaded relationships across accounts.
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
We are looking for an experienced Account Executive (AE) for our mid market business. The AE will develop, manage and close sales 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 the Highspot team. 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 and ever-evolving.
What You'll Do
- Develop, manage, and close a pipeline of qualified, often early-stage leads to achieve and exceed individual software quota targets.
- Own the full sales cycle—from initial outreach, qualification, discovery, demo, proposal, to negotiation and close—while consistently driving new ARR.
- Build deep account insights to identify pain points, goals, and expansion opportunities within existing customer organizations.
- Partner closely with Customer Success, Services, Sales Engineers, and Account Development teams to ensure value realization and to uncover additional revenue pathways.
- Meet regularly with customers and prospects, providing value at every interaction while managing both net-new and expansion motions.
- Drive and execute expansion discussions and agreements while maintaining high customer satisfaction.
- Maintain accurate account, opportunity, and forecast data within Salesforce and other internal forecasting tools.
- Quickly learn new products and clearly communicate differentiated value propositions to executives and key stakeholders.
- Develop strong, multi-threaded relationships with decision makers, influencers, and partners across assigned accounts.
- Understand and document customer goals, decision-making processes, budgets, and timelines to support both new business and expansion opportunities.
- Contribute positively to a collaborative team environment grounded in guiding principles and Diversity, Equity & Inclusion.
Your Background
- 4+ years of successful software sales experience with a focus on value-based solution selling of CRM, Sales Enablement, Marketing Automation, or similarly complex, long-cycle business solutions.
- Proven ability to generate pipeline through an omni-channel, multi-threaded approach and consistently exceed sales targets.
- Experience driving expansion conversations and demonstrated ability to grow underutilized customers.
- Strong customer-facing presence with the ability to negotiate effectively across Mid Market and Enterprise accounts.
- Skilled at mapping complex business requirements to product use cases and articulating clear value to prospects and customers
- Strong understanding and experience leveraging MEDDPICC framework as a sales qualification tool to assess opportunities
- Able to work independently and as part of a team in a fast-paced, rapidly changing environment with a strong sense of urgency.
- Excellent verbal, written, and presentation skills with the ability to lead compelling product and value discussions.
- Proficient with Salesforce and experienced using modern sales tools such as Clari, Gong, LinkedIn, Salesloft, or ZoomInfo.
- A positive growth mindset and desire to improve both organizational outcomes and those around you.
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
- South Carolina - Remote
- Tennessee - Remote
- Texas - Remote
- Utah - Remote
- Virginia - Remote
- Washington - Remote
- Washington - Seattle
- Washington, D.C. - Remote
- Wisconsin - Remote
- #BI-Remote
Base salary range: $95,000 - $130,000
On Target Earnings (OTE) range: $190,000 - $260,000, 50.00% base/50.00% variable target OTE split.
On Target Earnings (OTE) range: $190,000 - $260,000, 50.00% base/50.00% variable target OTE split.
The above represents total expected compensation for this role. Actual compensation will depend on various job-related factors, including, but not limited to, location, experience, and job qualifications.
Highspot also offers the following employee benefits for this position:
-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
#LI-KT1
Equal Opportunity Statement
We 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.
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