Account Executive, Mid-Market

Highlight is the definitive product intelligence platform enabling brands to create products people love. Powered by a proprietary community, seamless logistics, expert research methodologies, and AI-driven analytics, Highlight’s platform is purpose-built for modern physical product teams and trusted by leading brands, top retailers, and emerging innovators alike. The Highlight platform delivers high-impact insights with unmatched quality across every stage of the product innovation lifecycle—from early ideas and prototypes to in-market renovation—empowering teams to act quickly and bring winning products to market with confidence.

About the role

Highlight is looking for a driven, commercially minded Mid-Market Account Executive to help scale our SaaS platform and redefine how brands test and learn about physical products.

Success on our sales team requires a strong bias toward action, comfort selling software solutions, and the ability to manage long-term customer relationships. This is a hybrid Account Executive role: you’ll be responsible not only for closing new business, but also for owning expansion and renewal revenue within your book of business. You’ll partner closely with Marketing, Product, and Customer Enablement to drive adoption, retention, and growth.

As a Mid-Market Account Executive, you’ll sell a configurable SaaS platform that enables brands to run faster, more scalable consumer research. If you thrive in fast-paced environments, enjoy consultative software selling, and want real ownership over revenue outcomes, this role is for you.

Your impact

• Own the full customer revenue lifecycle: new business acquisition, renewals, and expansion within existing accounts
• Prospect, qualify, demo, negotiate, and close mid-market SaaS deals across a defined territory
• Position Highlight as a software platform, clearly articulating product value, ROI, and differentiation versus services-led alternatives
• Drive consistent revenue growth by meeting or exceeding new business, expansion, and renewal targets
• Run discovery conversations to understand customer workflows, pain points, and use cases — then map them to platform capabilities
• Lead compelling product demos and commercial conversations with stakeholders across research, product, and insights teams
• Partner cross-functionally with Customer Enablement to support onboarding, adoption, and long-term account health
• Forecast accurately, manage pipeline in CRM, and navigate multi-threaded, mid-market sales cycles with confidence

About you

• 3–5+ years of full-cycle SaaS sales experience, ideally in B2B software, data, or analytics platforms
• Proven track record of consistently meeting or exceeding quota in a software sales environment
• Strong prospecting and pipeline management skills — you can create demand, not just respond to it
• Comfortable selling platform value and long-term contracts, not one-off projects or services
• Confident communicator with strong discovery, presentation, and negotiation skills
• Self-starter mindset — adaptable, resourceful, and energized by ambiguity and growth-stage challenges
• Background selling into CPG, retail, or consumer brands — or experience selling data, analytics, or market research software — is a strong plus and will accelerate your ramp
• Health insurance (medical, dental, vision) with 100% of employee premiums covered
• Unlimited PTO
• Flexible, remote WFH culture
• Access to the iconic Hearst Tower & its facilities in NYC (should you choose to ever be in person)
• Based on previous experience and skillset, the on-target earnings for this position: $200,000 - $215,000

NOTE: This is an evergreen position, meaning we accept applications on a rolling basis as we grow our team. We may not have an immediate opening at the time you apply, but we\'re always looking to connect with great talent. If you don\'t hear from us right away, please know your application is on file and we\'ll reach out when a fitting opportunity opens up. We appreciate your interest in Highlight!