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Account Executive, Mid Market- Remote

2 weeks ago
United States
Full-time
Senior
Account Executive
Sales and Business Development
CRM Salesforce
Apply Now
Highspot

Highspot

Highspot delivers advanced sales enablement solutions, empowering companies to engage buyers effectively and drive revenue growth with AI-powered tools and personalized content.

Internet Software & Services
1K-5K
Founded 2012
$645M raised
View All Jobs 5

Description

  • Develop, manage, and close a pipeline of qualified leads to achieve and exceed software quota targets.
  • Own the full sales cycle from initial outreach through qualification, discovery, demo, proposal, negotiation, and close.
  • Drive new ARR through both net-new and expansion motions.
  • Build account insights to identify customer pain points, goals, and expansion opportunities.
  • Partner with Customer Success, Services, Sales Engineers, and Account Development teams to maximize value realization and uncover additional revenue.
  • Meet regularly with customers and prospects while maintaining strong customer satisfaction.
  • Maintain accurate account, opportunity, and forecast data in Salesforce and internal forecasting tools.
  • Develop multi-threaded relationships with decision makers, influencers, and partners across assigned accounts.
  • Understand and document customer goals, budgets, decision-making processes, and timelines.
  • Contribute to a collaborative team environment grounded in guiding principles and Diversity, Equity & Inclusion.

Requirements

  • 4+ years of successful software sales experience.
  • Experience with 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 growing underutilized customers.
  • Strong customer-facing presence with the ability to negotiate effectively across Mid Market and Enterprise accounts.
  • Ability to map complex business requirements to product use cases and articulate clear value to prospects and customers.
  • Strong understanding and experience using the MEDDPICC framework for sales qualification.
  • Ability to work independently and as part of a team in a fast-paced, rapidly changing environment.
  • Excellent verbal, written, and presentation skills.
  • Proficiency with Salesforce and modern sales tools such as Clari, Gong, LinkedIn, Salesloft, or ZoomInfo.

Benefits

  • Base salary range of $95,000 to $130,000.
  • On-target earnings range of $190,000 to $260,000 with a 50/50 base and variable split.
  • 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 for mental health recharge.
  • 18 weeks of paid parental leave.
  • Access to coaches and therapists through Modern Health.
  • 2 volunteer days per year.
  • Commuting benefits.

Interested in this position?

Apply directly on the company website

Apply Now

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