highspot - Account Executive, Mid Market- Remote
Requirements
• 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
Responsibilities
• 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.
Benefits
• 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 • 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 • Equal Opportunity Statement
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