Enterprise Account Executive

Enterprise Account ExecutiveChicago, Illinois, United StatesAbout the RoleHighspot 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.We are looking for an experienced Account Executive (AE) for our Enterprise 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 manage evaluation projects with customers and the Highspot team. The AE has experience selling to Sales and Marketing organizations. As a key member of our sales team, the AE must thrive in an environment that is highly collaborative and ever-evolving.Your BackgroundProven track record of successfully selling complex enterprise platform solutions (preferably sales and marketing solutions) and driving revenue primarily through new customer acquisitionStrong understanding of and experience selling to qualified, early-stage leadsDemonstrated ability to sell to Sales, Sales Enablement, and Marketing teams at the corporate level, successfully emphasizing business value and product differentiation, and expanding conversations to include multiple stakeholder groups.Has operated in a fast-moving, entrepreneurial environment with limited overhead, but deep supportConsistently demonstrated ability to garner commitment at every step of sales process, and a proven closerSuccess in a highly driven landscape selling premium-priced offeringsWhat You'll DoDevelop and execute against qualified, but often early stage leads to achieve and exceed individual software quota responsibilityConsistently build and deliver an accurate pipeline and forecast visibility via Salesforce.com and/or available forecasting toolsLead multiple customer sales cycles and close effectivelyQuickly learn new software product(s) and clearly communicate the value proposition and differentiationManage effective internal working relationships with Sales Engineers, Professional Services, and Account Development TeamsDevelop strong relationships with key decision makers, influencers and partners within assigned opportunitiesUnderstand and document corporate budget, decision-making timeframe, customer goals, and key decision makers within the prospects organizationBe a conscientious team member that actively contributes to our positive work environment, which is anchored in our guiding principles and Diversity, Equity & InclusionRequired Skills and Experience5+ years of successful software sales experience with a focus on value-based solution selling of CRM, Sales Enablement, Marketing Automation, or other complex long-cycle business solutions into enterprise accountsAbility to creatively question and actively listen to uncover the customers high impact, critical business needsConsistent track record of surpassing sales targetsExcellent written and verbal communication skills combined with very strong presentation skillsTravel within North America requiredStrong team player with a positive growth mindsetProficient using SFDC, Clari, Gong, Linkedin, Tableau