Account Executive, SMB - Remote

About HighspotHighspot 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 SMB 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. 

What You'll Do

• Execute account plans to achieve and exceed individual quota responsibility
• Consistently build and deliver an accurate pipeline via Salesforce.com and/or available forecasting tools
• Lead multiple customer sales cycles and close effectively – candidate is a hunter
• Quickly learn new software product(s) and clearly communicate the value proposition
• Manage effective working relationships with Leadership, 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 within the prospect’s organization
• Deliver impactful demonstrations, by phone / Zoom 
• Keep abreast of competitive knowledge and products

Your Background

• Proven track record of successfully achieving goals and supporting other team members
• Strong understanding of and experience selling to qualified, early-stage leads, as well as full cycle sales with proven ability to effectively generate pipeline 
• Demonstrated ability to successfully prospect to Sales Enablement, Sales, Marketing, and Operations by successfully emphasizing business value and product differentiation
• 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 sales process, a proven closer
• Successful experience prospecting into senior leaders or C-level 
• 1-3 years of successful software sales experience with a focus on Solution Selling into CRM, Sales Enablement, Marketing Automation, or business solutions at enterprise accounts
• Consistent track record of surpassing sales targets and over-achieving
• Excellent written and verbal communication skills combined with very strong presentation skills
• Strong articulation, highly motivated self-starters, eager to learn, adapt quickly, and comfortable with ambiguity
• Travel to meet customers on-site for presentations ~25%
• Strong Team Player, “we” not me 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. - Remote
• Wisconsin - Remote
• #BI-Remote

Base salary range: $62,500 - $77,500. On Target Earnings (OTE) range: $125,000 - $155,000, 50.00% base/50.00% variable target OTE split. Employees are eligible to receive stock options and may also receive other forms of compensation.
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-JB1
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.
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