Account Manager, SMB – Remote

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 Enterprise team. The Account Manager owns commercial responsibility for a customer portfolio, focusing on renewal and expansion. Account Managers establish Highspot as a world-class leader in SaaS net ARR, gross ARR, and logo churn.

AMs are tasked with surpassing targets for retention and expansion that drive customer-level strategies to reinforce Highspot value. AMs will achieve revenue retention and expansion quotas by navigating complex customer organizations, building relationships, and managing clear communication and updates internally. The AM drives commercial outcomes through their partnership with the CSM organization and other GTM teams (e.g. SCs, Services, Renewal Specialists, PRE) to retain and grow the account.

Ideal AM candidates have experience with Sales, Marketing, and Enablement professionals, possess a high degree of business acumen, and can identify and translate business value back to their customers. As a key post-sales team member, the AM must thrive in a highly collaborative and performance-driven environment.

What You’ll Do

• Lead relationship and revenue management for our SMB account base.
• Drive the development of customer-level strategies designed to reinforce Highspot value to retain and grow your assigned book of business.
• These account planning activities include cross-functional collaboration and partnership with other key customer-facing functions like Solution Consulting, Customer Success Management, and Professional Services.
• Actively participate in creating and delivering highly impactful and valuable Customer Business Reviews on a regular cadence.
• Carry an aggressive revenue retention quota and own all facets of the renewal cycle.
• Carry an aggressive expansion quota and be responsible for upselling and cross-selling Highspot products to the customers in your assigned book of business.
• Map out and navigate complex customer organizations to identify key stakeholders and opportunities.
• Build and maintain relationships with key customer executives and stakeholders across our core target personas – Sales, Revenue Operations Marketing, and Sales Enablement.
• Establish and maintain multi and power-threaded relationships across every customer in your book of business.
• Represent the customer back to Highspot through clear communication and administrative updates to CRM, forecasting, and other tools used to manage our business.

Your Background

• Proven track record of meeting and exceeding revenue targets; you are highly results-oriented and reliably deliver on expectations.
• 3+ years of experience in a Full sales cycle and/or growth quota-carrying Sales and/or Account Management role.
• Proven track record of selling and managing large, multi-product, multi-million dollar books of business
• Experience managing a diverse set of customer stakeholders ranging from C-level to manager with multiple stakeholders per account. Ability to establish new relationships with key target contacts.
• Experience interfacing closely with executive leaders and leading a diverse set of cross-departmental internal stakeholders to execute account strategy.
• Proven ability to stay organized, prioritize well, and manage time effectively in fast-paced, ever-changing environments.
• Demonstrated ability to successfully prospect into an installed customer base and successfully identify and solidify business and product value
• 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 effectively manage customer opportunities and risks
• 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

This position is available either in-office or remote, as applicable, at the following locations:

• 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
• #BI-Remote

Base salary range: $69,000 – $84,000On Target Earnings (OTE) range: $115,000 – $140,000, 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
• Access to Coaches and Therapists through Modern Health
• 2 volunteer days per year
• Commuting benefits

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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.

Did you read the requirements as a checklist and not tick every box? Don’t rule yourself out! If this role resonates with you, hit the ‘apply’ button.

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