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Account Manager, SMB - Remote

Highspot

Highspot

Sales & Business Development
United States
Posted on Thursday, September 14, 2023
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 team. The AM will cultivate and manage customer relationships, focusing on growth and retention. The AM will be responsible for all cross-sells, up-sells, and renewals within their book of business. The AM will have the opportunity to overachieve and earn uncapped commissions with accelerators based on performance. The AM must meet or exceed sales targets (both renewal and expansion), manage deals and relationships, forecast accurately, and deliver executive-level partnership reviews to deliver an outstanding Highspot experience anchored in business value. The AM has experience with Sales, Marketing, and Enablement professionals, possesses a high degree of business acumen, and can identify and translate business value back to the customer. As a key member of our sales team, the AM must thrive in an environment that is highly collaborative and performance-driven..

What You'll Do

  • Work as a trusted advisor to your customers and ensure they fully realize the business value that the Highspot platform provides to their business
  • Understand and document your customer's business objectives and work with the customer to hold all parties accountable for progress towards those objectives
  • Lead multiple customer sales cycles and close effectively - candidate is a hunter within our customer base
  • Develop strong relationships with key decision-makers, influencers, and partners
  • Understand and document corporate budget, decision-making timeframe, and customer strategic growth initiatives and navigate to key decision-makers
  • Work closely with the Services team to ensure the highest level of customer satisfaction and adoption
  • Meet regularly with your customers to provide value at every touchpoint throughout the life of the customer
  • Manage the customer renewal process and work toward expanding Highspot's product offering throughout your customer organizations
  • Keep abreast of competitive knowledge and products
  • Create and drive cross-sell and up-sell across assigned accounts
  • Meet and exceed all quarterly and annual revenue targets
  • Execute on sales discipline, Salesforce hygiene, and forecast accuracy
  • Quickly learn new software product(s) and clearly communicate Highspot's value proposition
  • Be a conscientious team member that actively contributes to our positive work environment, which is anchored in our Guiding Principles and Diversity, Equity, Inclusion, and Belonging.

Your Background

  • 1-3 years of experience leading SMB or Commercial/Mid-Market customers (Full sales cycle and/or Growth quota-carrying Account Management experience)
  • Proven track record of successfully achieving revenue and renewal targets
  • Demonstrated ability to successfully prospect into an installed customer base and successfully identify and solidify business and product value
  • Ability to manage a large group of customers across multiple industries
  • 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 demonstrate a sense of urgency, orchestrating customer priorities effectively
  • Successful experience prospecting into senior leaders or C-Suite
  • Ability to effectively manage customer opportunities and risks
  • Experience successfully driving successful renewal, cross-sells, up-sells, and contractual agreements
  • 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

  • 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
Base salary range: $70,200 - $81,000. On Target Earnings (OTE) range: $117,000 - $135,000, 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
-Discounted ClassPass membership
-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.