Commercial Account Executive, EMEA at Highspot
London, GB

Highspot helps sales teams improve customer conversations and achieve their revenue goals. From content optimization and performance analytics to in-context training, guided selling, and more, the Highspot platform delivers enterprise-ready features in a modern design that sales reps and marketers love. Using Highspot, sales teams are able to stay connected to the best-performing content for each opportunity, customize and optimize their content, and more effectively engage with their customers and prospects. With 90 percent average monthly recurring usage and global support in over 125 countries, Highspot is the sales enablement industry's most trusted solution.

About the Role

We are looking for an experienced Account Executive (AE) for our Commercial area of the 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
  • 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 alongside in person
  • Keep abreast of competitive knowledge and products

 Your Background
  • Proven track record of successfully selling SaaS solutions (preferably sales and marketing solutions) and obtaining revenue through new customer acquisition
  • Strong understanding of driving opportunities to close while delighting customers through a customer friendly process
  • Demonstrated ability to sell to Sales Enablement, Sales or Marketing, 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.
Additional Required Skills and Experience
  • 3+ years demonstratable successful software sales experience with a focus on Solution Selling into CRM, Sales Enablement, Marketing Automation, or business solutions at enterprise accounts
  • Consistent proven 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 ~50%
  • Strong Team Player, “we” not me attitude
  • Strong computer skills, including Salesforce, and MS Office

  • Supplemental coverage for medical and dental benefits
  • Competitive compensation package
  • Structured, industry leading sales training and onboarding
  • Flexible work and vacation schedules
  • Team building and events outside of the office
  • Opportunities to attend tradeshows, conferences and industry events
  • Stocked bar in the office with beer on tap
  • Meaningfully contribute to a compelling vision
  • Environment to do your best work and earn the next challenge
  • Be one of the inaugural team members in the UK HQ with opportunities for career growth
Equal Opportunity Statement
We aim to build an inclusive workforce. If you’re passionate about this role, but do not meet 100% of the qualifications listed above, we still encourage you to apply. We 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.