What You’ll Do
- Lead relationship and revenue management for our mid-market customer accounts.
- Drive the development of customer-level strategies designed to reinforce Highspot value to retain and grow your assigned book of business.
- These account planning activities include cross-functional collaboration and partnership with other key customer-facing functions like Solution Consulting, Customer Success Management, and Professional Services.
- Actively participate in creating and delivering highly impactful and valuable Customer Business Reviews on a regular cadence.
- Carry an aggressive revenue retention quota and own all facets of the renewal cycle.
- Carry an aggressive expansion quota and be responsible for upselling and cross-selling Highspot products to the customers in your assigned book of business.
- Map out and navigate complex customer organizations to identify key stakeholders and opportunities.
- Build and maintain relationships with key customer executives and stakeholders across our core target personas - Sales, Revenue Operations Marketing, and Sales Enablement.
- Establish and maintain multi and power-threaded relationships across every customer in your book of business.
- Represent the customer back to Highspot through clear communication and administrative updates to CRM, forecasting, and other tools used to manage our business.
Your Background
- Proven track record of meeting and exceeding revenue targets; you are highly results-oriented and reliably deliver on expectations.
- 5+ years of experience in a Full sales cycle and/or growth quota-carrying Sales and/or Account Management role.
- Proven track record of selling and managing large, multi-product, multi-million dollar books of business
- Experience managing a diverse set of customer stakeholders ranging from C-level to manager with 20+ stakeholders per account. Ability to establish new relationships with key target contacts.
- Experience interfacing closely with executive leaders and leading a diverse set of cross-departmental internal stakeholders to execute account strategy.
- Proven ability to stay organized, prioritize well, and manage time effectively in fast-paced, ever-changing environments.
- Demonstrated ability to successfully prospect into an installed customer base and successfully identify and solidify business and product value
- Ability to clearly articulate business value, impact, and ROI
- Ability to strategically plan with customers, mapping complex business objectives to product use cases
- Ability to effectively manage customer opportunities and risks
- A desire to improve your organization and those around you
- Strong executive presence
- Strong business acumen
- Ability to work independently as well as part of a team in a fast-paced, rapidly evolving environment
- Salesforce, Highspot, Tableau, Clari experience preferred
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
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
- Professional development opportunities through LinkedIn Learning
- Access to Coaches and Therapists through Modern Health
- 2 volunteer days per year
- Commuting benefits
#LI-KT1
Equal Opportunity Statement
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.