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Account Manager, SMB - Remote


United States of America / Remote
  • Job Type: Full-Time
  • Function: Sales
  • Industry: SaaS
  • Post Date: 09/17/2023
  • Website:
  • Company Address: 2211 Elliott Ave, Seattle, WA, 98121

About Highspot

Highspot helps companies worldwide improve the performance of their sales teams by turning strategic initiatives into business outcomes.

Job Description

About Highspot

Highspot 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 Manager to join our Post-Sales team.  The AM will cultivate and manage customer relationships, focusing on growth and retention.  The AM will be responsible for all cross-sells, up-sells, and renewals within their book of business.  The AM will have the opportunity to overachieve and earn uncapped commissions with accelerators based on performance.  The AM must meet or exceed sales targets (both renewal and expansion), manage deals and relationships, forecast accurately, and deliver executive-level partnership reviews to deliver an outstanding Highspot experience anchored in business value.  The AM has experience with Sales, Marketing, and Enablement professionals, possesses a high degree of business acumen, and can identify and translate business value back to the customer.  As a key member of our sales team, the AM must thrive in an environment that is highly collaborative and performance-driven..

What You'll Do

        Work as a trusted advisor to your customers and ensure they fully realize the business value that the Highspot platform provides to their business
        Understand and document your customer's business objectives and work with the customer to hold all parties accountable for progress towards those objectives
        Lead multiple customer sales cycles and close effectively - candidate is a hunter within our customer base
        Develop strong relationships with key decision-makers, influencers, and partners
        Understand and document corporate budget, decision-making timeframe, and customer strategic growth initiatives and navigate to key decision-makers
        Work closely with the Services team to ensure the highest level of customer satisfaction and adoption
        Meet regularly with your customers to provide value at every touchpoint throughout the life of the customer
        Manage the customer renewal process and work toward expanding Highspot's product offering throughout your customer organizations
        Keep abreast of competitive knowledge and products
        Create and drive cross-sell and up-sell across assigned accounts
        Meet and exceed all quarterly and annual revenue targets
        Execute on sales discipline, Salesforce hygiene, and forecast accuracy
        Quickly learn new software product(s) and clearly communicate Highspot's value proposition
        Be a conscientious team member that actively contributes to our positive work environment, which is anchored in our Guiding Principles and Diversity, Equity, Inclusion, and Belonging.

Your Background

        1-3 years of experience leading SMB or Commercial/Mid-Market customers (Full sales cycle and/or Growth quota-carrying Account Management experience)
        Proven track record of successfully achieving revenue and renewal targets
        Demonstrated ability to successfully prospect into an installed customer base and successfully identify and solidify business and product value
        Ability to manage a large group of customers across multiple industries
        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 demonstrate a sense of urgency, orchestrating customer priorities effectively
        Successful experience prospecting into senior leaders or C-Suite
        Ability to effectively manage customer opportunities and risks
        Experience successfully driving successful renewal, cross-sells, up-sells, and contractual agreements
        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

        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

Base salary range: $70,200 - $81,000. On Target Earnings (OTE) range: $117,000 - $135,000, 60.00% base/40.00% variable target OTE split. Employees are eligible to receive stock options and may also receive other forms of compensation.

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
-Discounted ClassPass membership
-Access to Coaches and Therapists through Modern Health
-2 volunteer days per year
-Commuting benefits

Equal Opportunity Statement

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.

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