Account Executive, Mid Market Job at Highspot

Account Executive, Mid Market

Highspot

Location:
United States

Category:
Sales

Contract Type:
Not provided

Salary:

95000.00 - 130000.00 USD / Year

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Job Description:

We are looking for an experienced Account Executive (AE) for our mid market 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 and ever-evolving.

Job Responsibility:

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

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

What we offer:

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
Access to Coaches and Therapists through Modern Health
2 volunteer days per year
Commuting benefits
Stock options

Additional Information:

Job Posted:
January 05, 2026

Employment Type:

Fulltime

Work Type:

Remote work

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