Highlight

Account Executive

• Own the full enterprise revenue lifecycle: new logo acquisition, contract renewals, and expansion within existing accounts
• Prospect and close complex enterprise SaaS deals across a defined territory and target account list
• Build deep, trusted relationships with executive sponsors and senior decision-makers at large enterprise organizations
• Lead sophisticated discovery conversations to uncover strategic initiatives, workflows, and long-term platform needs
• Position Highlight as a scalable enterprise software platform, clearly articulating ROI, differentiation, and long-term value
• Manage multi-stakeholder, multi-threaded sales cycles involving procurement, legal, security, and executive leadership
• Drive consistent ARR growth by meeting or exceeding enterprise quota targets across new business, expansion, and renewals
• Partner closely with Customer Enablement to support onboarding, adoption, renewals, and account growth
• Forecast accurately, maintain pipeline rigor in CRM, and provide visibility into deal progress and risk

Account Executive, Enterprise

Performance Marketing

• Own net-new pipeline generation across inbound, outbound, paid, organic, and event-driven channels, with accountability for pipeline quality and conversion.
• Build a predictable, repeatable pipeline engine focused on Tier 1 ICP accounts and high-value enterprise opportunities.
• Develop signal-based targeting strategies leveraging intent data, hiring signals, funding activity, and other buying triggers.
• Track and optimize full-funnel performance from early pipeline stages through Closed Won, ensuring demand efforts drive real revenue outcomes.
• Hire, coach, and manage the BDR team responsible for outbound pipeline creation and daily prospecting execution.
• Design structured outbound cadences and prospecting systems that combine disciplined BDR activity with AI-assisted research and personalization.
• Architect and implement AI-enabled workflows for prospect research, messaging generation, targeting, and campaign execution.
• Partner closely with Product Marketing and Sales leadership to align messaging, campaigns, and pipeline strategy with enterprise opportunities.
• Establish strong operational rigor through HubSpot reporting, attribution modeling, and regular pipeline inspection with revenue leadership.
• Continuously iterate on demand generation strategies, channels, and messaging to improve conversion rates, pipeline velocity, and overall revenue impact.

Account Executive, Enterprise

Director, Demand Generation