Account Executive, Mid-Market

Highlight

36d • $200,000 - $215,000 • Remote

About The Position

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.

Requirements

• 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

Nice To Haves

• 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

Responsibilities

• 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

Benefits

• 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)

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed