Strategic Account Manager – 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 Strategic Account Manager to join our Post-Sales team supporting our largest Enterprise and Strategic accounts. The Strategic Account Manager will cultivate and manage customer relationships, focusing on expansion and retention. The Strategic Account Manager will be responsible for driving cross-sells, up-sells, and renewals within their book of business. The Strategic Account Manager will have the opportunity to overachieve and earn uncapped commissions with accelerators based on performance. The Strategic Account Manager must consistently and predictably meet or exceed sales targets (both renewal and expansion), manage deals and relationships, develop new opportunities within their assigned accounts, forecast accurately, and partner heavily with numerous other internal Highspot executives and stakeholders to deliver an outstanding Highspot experience anchored in business value. The Strategic Account Manager has experience selling to Sales, Sales/Revenue Operations, Marketing, and Enablement professionals at the executive level, possesses a high degree of business acumen, and can identify and translate delivered business value back to the customer in a clear and concise manner. As a key member of our sales team, the Strategic Account Manager must thrive in an environment that is highly collaborative and performance-driven.

What You’ll Do

• Lead relationship and revenue expansion for our largest Strategic and Enterprise customer accounts.
• Own the development of customer-level strategies designed to consistently reinforce Highspot value to economic buyers and influencers 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, as well as senior Highspot executives.
• 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 into the customers in your assigned book of business.
• Map out and navigate complex customer organizations to identify key stakeholders and new or expansion 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.
• 12+ years of experience successfully selling, expanding and renewing large Strategic and Enterprise Customers.
• Proven track record of selling and managing large, multi-product, multi-million dollar customers
• Experience managing a diverse set of customer stakeholders ranging from C-level to manager with 20+ stakeholders per account. Ability to establish new relationships with key target contacts.
• Deep understanding of SaaS agreement structure and how to position proper new sale, expansion and renewal arrangements, and how to effectively work with Highspot and customer legal counsel.
• 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 advance, and close new and expansion business.
• 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: $122,500 – $147,500. On Target Earnings (OTE) range: $245,000 – $295,000, 50.00% base/50.00% 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
• 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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