Account Executive, Mid Market- Remote

Highspot

2d•$190,000 - $260,000•Remote

About The Position

Highspot is seeking an experienced Account Executive (AE) for its mid-market business. The AE will be responsible for developing, managing, and closing sales opportunities, with the potential to earn uncapped commissions and accelerators based on performance. Key responsibilities include meeting or exceeding sales targets, managing deals, accurate forecasting, and project managing customer evaluations. The role requires experience working with Sales and Marketing professionals and thrives in a highly collaborative and evolving environment.

Requirements

4+ years of successful software sales experience with a focus on value-based solution selling of CRM, Sales Enablement, Marketing Automation, or similarly complex, long-cycle business solutions.
Proven ability to generate pipeline through an omni-channel, multi-threaded approach and consistently exceed sales targets.
Experience driving expansion conversations and demonstrated ability to grow underutilized customers.
Strong customer-facing presence with the ability to negotiate effectively across Mid Market and Enterprise accounts.
Skilled at mapping complex business requirements to product use cases and articulating clear value to prospects and customers
Strong understanding and experience leveraging MEDDPICC framework as a sales qualification tool to assess opportunities
Able to work independently and as part of a team in a fast-paced, rapidly changing environment with a strong sense of urgency.
Excellent verbal, written, and presentation skills with the ability to lead compelling product and value discussions.
Proficient with Salesforce and experienced using modern sales tools such as Clari, Gong, LinkedIn, Salesloft, or ZoomInfo.
A positive growth mindset and desire to improve both organizational outcomes and those around you.

Responsibilities

Develop, manage, and close a pipeline of qualified, often early-stage leads to achieve and exceed individual software quota targets.
Own the full sales cycle—from initial outreach, qualification, discovery, demo, proposal, to negotiation and close—while consistently driving new ARR.
Build deep account insights to identify pain points, goals, and expansion opportunities within existing customer organizations.
Partner closely with Customer Success, Services, Sales Engineers, and Account Development teams to ensure value realization and to uncover additional revenue pathways.
Meet regularly with customers and prospects, providing value at every interaction while managing both net-new and expansion motions.
Drive and execute expansion discussions and agreements while maintaining high customer satisfaction.
Maintain accurate account, opportunity, and forecast data within Salesforce and other internal forecasting tools.
Quickly learn new products and clearly communicate differentiated value propositions to executives and key stakeholders.
Develop strong, multi-threaded relationships with decision makers, influencers, and partners across assigned accounts.
Understand and document customer goals, decision-making processes, budgets, and timelines to support both new business and expansion opportunities.
Contribute positively to a collaborative team environment grounded in guiding principles and Diversity, Equity & Inclusion.