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Full-Time

Global Strategic Accounts Director

Financial Services

Updated on 9/5/2024

Highspot

Highspot

501-1,000 employees

AI-powered sales enablement platform

Enterprise Software
AI & Machine Learning

Compensation Overview

$152.5k - $182.5kAnnually

+ Stock Options + Variable Compensation

Senior, Expert

Remote in USA

Category
Strategic Account Management
Sales & Account Management
Required Skills
Sales
Communications
Segment
Marketing
Business Strategy
Data Analysis
Requirements
  • 7-10+ years of full-cycle B2B SaaS sales experience, with a preferred 5 years of Enterprise Complex Sales.
  • ~2 years of experience selling to Upper Market Segment accounts.
  • Experience running long sales cycles (8-24 months).
  • Experience managing 5-7 Strategic Global Accounts, both new and existing customers.
  • Proven track record selling complex, high-value software solutions.
  • Strong negotiation skills and the ability to close large deals.
  • Consistent achievement of year-over-year quota attainment across the past two years.
  • Deep understanding of the B2B software industry, including current trends, competitors, and market dynamics.
  • Exceptional relationship-building skills to establish trust and credibility with C-level executives and key stakeholders.
  • Excellent and refined communication skills, both written and verbal.
  • High level of confidence engaging with the most senior executives.
  • Experience in driving and delivering ROI and Business Cases that demonstrate value realization.
  • Proficiency and passion in understanding complex software solutions and their technical aspects.
  • Experience working with international organizations and an understanding of cultural nuances in global business.
  • Understanding of financial metrics and the ability to analyze the financial impact of proposals on the customer's business.
  • Proficiency in leveraging data and analytics to identify trends and opportunities within accounts.
  • Strong problem-solving skills to address customer challenges and tailor solutions to their specific needs.
  • Ability to manage complex projects, ensuring successful implementation and adoption of software solutions.
  • Willingness and ability to travel globally to meet with clients as needed.
  • Ability to react and pivot in ambiguous and changing environments.
Responsibilities
  • Predictably exceed revenue targets and customer expectations.
  • Acquire new customer revenue in our largest Global Strategic Accounts (GSAs). Identify and pursue upsell and cross-sell opportunities, maximizing the value of our offerings.
  • Create and execute Strategic Account Plans that align with the company's overall business strategy to identify growth opportunities and drive revenue within GSAs.
  • Run a repeatable sales process including consistent management of CRM data, and high adoption of Highspot and other sales tools.
  • Predictably forecast opportunities and revenue with a high level of accuracy.
  • Currently have and establish new, trust and credibility with C-level executives and key stakeholders.
  • Multi-threading to multiple personas across the entire account hierarchy and different business units to understand business objectives and develop a strategic selling strategy.
  • Tailor all engagements, solutions, and product demonstrations to meet the needs of different buyers within the account.
  • Lead complex negotiations and close high-value deals, ensuring mutually beneficial outcomes for both the customer and the company.
  • Craft compelling sales proposals with multiple SKUs to maximize revenue and margins.
  • Act as a thought leader on industry trends, competitive landscape, and emerging technologies to position our software solutions effectively.
  • Continuously analyze market dynamics and adjust strategies to maintain a competitive edge.
  • Deeply understand the challenges our buyers face in increasing sales productivity and driving consistent execution of their strategic initiatives.
  • Evangelize the Highspot vision and product roadmap to solve those challenges.
  • Leverage the Highspot solution to take a multi-channel, high-quality approach to engaging buyers.
  • Collaborate and lead effectively with internal global teams consisting of Solution Consultants, Marketing, Services, Account Development, Professional Services, and Partner & Alliances to deliver seamless solutions and address customer needs.
  • Act as a conductor to ensure everyone in the Account team has clear objectives.
  • Communicate technical information effectively to non-technical stakeholders.
  • Proactively stay tip-of-the-spear on product use cases, capabilities, and differentiators.
  • A commitment to continuous learning and staying up-to-date with emerging technologies.

Highspot provides a sales enablement platform that helps sales teams improve their productivity and efficiency. Its main product, Highspot Copilot, is an AI-powered digital assistant that delivers the right content to sales representatives at the right time, enhancing their ability to engage and convert potential buyers. The platform supports sales teams by managing sales content, preparing reps for various selling scenarios, and facilitating personalized interactions through digital sales rooms. Highspot also includes features for onboarding and training sales reps, ensuring they are well-prepared for real-world situations. Unlike many competitors, Highspot focuses on driving measurable outcomes, such as increased win rates and reduced ramp time for new sales reps. The company's goal is to empower sales teams to close deals more effectively and generate higher revenue.

Company Stage

Series F

Total Funding

$764.9M

Headquarters

Seattle, Washington

Founded

2012

Growth & Insights
Headcount

6 month growth

1%

1 year growth

0%

2 year growth

-16%
Simplify Jobs

Simplify's Take

What believers are saying

  • Highspot's continuous product updates, such as the Spring '24 release and Meeting Intelligence, demonstrate a commitment to innovation and staying ahead of market needs.
  • The appointment of Graham Younger as President of Field Operations signals a strategic focus on growth and expansion.
  • Partnerships with companies like Krisp enhance the platform's capabilities, providing additional value to customer-facing professionals.

What critics are saying

  • Recent layoffs, including a 15% workforce reduction, could impact employee morale and the company's ability to compete with larger rivals.
  • The competitive landscape in sales enablement is crowded, with major players like Salesforce and Oracle posing significant threats.

What makes Highspot unique

  • Highspot's AI-powered digital assistant, Highspot Copilot, uniquely enhances sales productivity by providing real-time, contextually relevant content and training.
  • The platform's focus on operational rigor and behavioral change in sales teams sets it apart from competitors who may only offer basic content management.
  • Highspot's recognition by industry leaders like Forrester, Gartner, and Forbes underscores its innovative approach and market leadership in sales enablement.

Benefits

Medical, dental, vision, disability, & life benefits

Group Retirement Savings Plan (RRSP)

Matching employer contributions (DPSP) with immediate vesting

3 Weeks of Paid Vacation

Generous Holiday Schedule

Quarterly Recharge Fridays

Flexible work schedules

Professional development opportunities

Discounted ClassPass membership

Access to coaches & therapists

2 Volunteer days per year