Compensation Overview

What You’ll Do

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Grow Revenue
• 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.
• Nail and scale best practices to acquire incremental revenue across business units, subsidiaries, and geographies.  


Strategic Account Planning 
• Create and execute Strategic Account Plans that align with the company’s overall business strategy to identify growth opportunities and drive revenue within GSAs.
• Results-oriented and customer-centric approach with a focus on understanding and addressing customer pain points and delivering exceptional long-term customer value. 
• Focus on outcomes over activities. 


Rigorous & Predictable Sales Process 
• 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. 


Executive Relationship Building & Multi-Threading
• 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. 


Strategic Negotiation and Closing
• 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. 


Market Expertise  
• Act as a thought leader on industry trends, competitive landscape, and emerging technologies to position our software solutions effectively.
• Compete to win. Continuously analyze market dynamics and adjust strategies to maintain a competitive edge.


Evangelize Our Vision 
• 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. Show what good looks like in using Highspot to sell to buyers.   


Cross-functional Collaboration
• 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.


Deliver Technical & Solution Expertise
• 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.

Your Background

• Enterprise Complex Sales Experience: 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.) 
• Global Strategic Account Expertise: 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 Top Performance: Consistent achievement of year-over-year quota attainment across the past two years.
• Industry Knowledge: Deep understanding of the B2B software industry, including current trends, competitors, and market dynamics. MarTech expertise preferred. 
• C-Suite Relationship Building: Exceptional relationship-building skills to establish trust and credibility with C-level executives and key stakeholders. The ability to tap into existing networks and develop a robust professional network within the industry. 
• Communication Skills & Executive Presence: Excellent and refined communication skills, both written and verbal. The ability to concisely articulate the value proposition to customers effectively. High level of confidence engaging with the most senior executives. 
• Value Engineering: Experience in driving and delivering ROI and Business Cases that demonstrate value realization.  
• Technical Aptitude: Proficiency and passion in understanding complex software solutions and their technical aspects. Curiosity to deeply understand product use cases and capabilities.
• Global Perspective: Experience working with international organizations and an understanding of cultural nuances in global business.
• Financial Acumen: Understanding of financial metrics and the ability to analyze the financial impact of proposals on the customer’s business.
• Data Analysis: Proficiency in leveraging data and analytics to identify trends and opportunities within accounts.
• Problem Solving: Strong problem-solving skills to address customer challenges and tailor solutions to their specific needs. Ability to come up with creative, out-of-the-box solutions. 
• Project Management: Ability to manage complex projects, ensuring successful implementation and adoption of software solutions.
• Travel Flexibility: Willingness and ability to travel globally to meet with clients as needed.
• Agile & Tenacious: Ability to react and pivot in ambiguous and changing environments. Entrepreneurial start-up mindset that will proactively provide creative solutions to move the business forward.