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 …