Highspot

Director

• Own and manage the Salesforce partnership, including overseeing the customer relationship and global go-to-market (GTM) alliance strategies.
• Lead and mentor a small team responsible for field operations related to Salesforce and other strategic alliances.
• Identify, recruit, and build out 1-2 additional strategic alliances with companies like ServiceNow, Adobe, Workday, and SAP, transforming them into global partnerships.
• Develop and execute comprehensive strategic plans with select partners to drive business objectives, including co-selling, co-marketing, and product integration initiatives.
• Work closely with marketing and enablement teams to educate and equip the Highspot field team on joint GTM strategies.

Director, Strategic Alliances

Backend Engineer

• Architect AI Agent Infrastructure
• Design agent runtime environments that orchestrate long-running tasks, decisions, and tools.
• Build modular systems for agent memory, contextual state handling, and secure API actions.
• Integrate retrieval-augmented generation (RAG), multi-agent planning, and vector store reasoning.
• Own the backend architecture behind Deal Intelligence pipelines.
• Ensure low-latency data access across MongoDB, PostgreSQL, Kafka, and Solr clusters.
• Define and meet scalability, uptime, observability, and security goals.
• Work closely with ML engineers to productionize agent behaviors.
• Integrate securely with Highspot’s permissioning, audit, and action layers.
• Partner with product designers and PMs to co-create novel agent UX flows.
• Lead postmortem reviews and build internal tools for debug-ability and traceability.
• Evolve our LLMOps playbooks and safety guards for scalable deployment.

Senior Backend Engineer

• Design, develop, and maintain high-quality, scalable, and user-centric web applications using modern back-end technologies.
• Recommend and drive backend infrastructure improvements.
• Partner effectively with Product Management and UX design teams to translate ideas, specifications, and comps into fully functional, accessible, and high-quality user experiences.
• Architect and build the back-end infrastructure for our products, ensuring a seamless, responsive, and intuitive user experience.
• Mentor and guide team members through constructive code reviews and by championing software development best practices.
• You will take on the role of a technology leader, guiding our most challenging cross-functional projects to success.
• Resolve major customer technical issues in production, and contribute to comprehensive documentation.

Senior Backend Software Engineer, Coaching

Customer Success Manager

• Drive Customer Value & Growth
• - Ensure every customer experiences a consistent, high-quality engagement throughout their lifecycle.
• - Partner with Sales, Renewals, and Services leadership to drive adoption, retention, and expansion across the customer base.
• - Provide executive sponsorship for strategic accounts and serve as a trusted advisor to C-level customer stakeholders.
• Cultivate Deep Product Expertise
• - Uphold one of the hallmarks of Highspot’s Customer Success team by developing and maintaining deep knowledge of our platform and its integrations within customer environments.
• - Ensure the CSM organization is equipped to provide best practices, training, and guidance that maximize customer value and adoption.
• - Champion product expertise as a differentiator for our team, reinforcing credibility and trust with customers at every level.
• Foster a High-Performance Culture
• - Hire, coach, and develop top talent at every level of the CSM org.
• - Set and uphold high performance and engagement standards, balancing accountability with empathy.
• - Cultivate a culture that embodies Highspot’s guiding principles, especially “Enjoy the Ride.”
• Collaborate Cross-Functionally
• - Partner with Product leadership to channel customer insights into product strategy and innovation.
• - Work with Marketing and Sales to align on customer advocacy, reference-ability, and expansion opportunities.
• - Collaborate with Operations and Analytics to ensure data-driven decision-making across the CSM function.
• Lead & Scale the Organization
• - Build and inspire a Customer Success organization that sets the standard for excellence and drives outcomes across all segments.
• - Implement scalable processes, tools, and metrics that drive efficiency, consistency, and predictable outcomes.
• - Develop the leadership bench within the CSM org, ensuring succession planning and long-term organizational strength.

Head of Customer Success

Account Executive

• Build and execute a robust territory plan that maximises revenue from the assigned patch
• Collaborate closely with Marketing, Solutions Consulting and other internal functions such as the ADR team to drive your own pipeline
• Effectively navigate each stage of the sales-cycles from qualification to close to meet or exceed quarterly targets and annual sales quota
• Lead cross-functional, virtual teams to drive net-new business and up/cross-sell
• Take disruptive solutions to market and empower mobilizers to drive change
• Sell into Sales and Marketing professionals and align solutions to multi-stakeholder business problems
• Contribute to a positive work environment anchored in guiding principles and Diversity, Equity & Inclusion

Senior Strategic Account Executive

Business Development Rep

• Create a strategic account penetration plan to identify and create qualified sales opportunities within target accounts for Account Executives.
• Manage inbound lead activity, qualifying active buying interest and developing opportunities in prospect accounts.
• Conduct business dealings with C-suite level executives to create a superior experience and enable effective sales follow-up.
• Report to the Director of Account Development.
• Leverage onboarding and continuous training to be an expert on company, industry, and product benefits and features.
• Research to identify the right people within target accounts and members of the buying team.
• Coordinate personalized, multi-channel, multi-threaded outbound activities targeting various buying personas.
• Craft customized messages based on prospect value drivers and economic motivators.
• Manage and overcome prospect objections and consistently achieve monthly qualified opportunity quotas.
• Update prospect interactions in Salesforce.com and understand corporate budgets, decision-making timeframes, customer goals, and key decision-makers.

Account Development Representative

Marketing

• Identify and cultivate passionate Highspot customers, turning their enthusiasm into impactful acts of advocacy.
• Manage Reference Fulfillment: Own the end-to-end coordination of Sales and Marketing reference requests, ensuring advocates are well-matched and experiences are seamless.
• Onboard New Advocates: Welcome and guide new customer advocates into our Impact Advocacy Program, setting them up for success and long-term engagement.
• Advocate Activation: Ensure every advocate is activated following their onboarding call by matching them with a meaningful opportunity or program (podcast, AMA, PLC, written case study, event participation, or social spotlight).
• Optimize Advocate Coverage: Identify gaps in our advocate pipeline and develop an automated process to take cues from the business as to when a customer is ready for Advocacy.
• Track Advocate Engagement and Develop Scoring Model: Maintain a comprehensive record of all advocate activities and design a scoring framework that quantifies engagement, influence, and impact.
• Track and Manage Post-Sales SPIFs: Own monthly SPIF tracking and payout processes tied to newly nominated and converted customer advocates from post-sales teams.
• Develop Advocate Segmentation Strategy: Design and maintain a tiered structure for advocates to offer tailored experiences, manage expectations, and prioritize high-impact activities and references.

Customer Marketing Specialist

Software Engineer

• Lead, mentor, and inspire a high-performing organization of engineers and managers, setting the technical vision and execution strategy for our AI-driven Training and Coaching products.
• Effectively collaborate with key partners in your product area, including Designers, Product Managers, and TPMs
• Uphold and build upon Highspot’s culture, ensuring that Engineering is a welcoming, inclusive place, and that we not only meet our DE&I goals but lead Seattle’s tech industry with our commitment to diversity
• Bring your technical expertise to bear as you work to manage the evolution of Highspot’s software; ensure that our architecture and stack are optimized to keep pace with the demands of hyper-growth; position your product area (and support adjacent product areas) for continued high-availability, security and reliability across multiple worldwide data centers
• Deeply understand the strategic value and the market opportunity of your product area; leverage your expertise to define KPIs and growth plans for your organization
• Create a collaborative environment where all levels of engineers can contribute in meaningful ways
• Partner with the Services team to understand what drives customer joy in your product area and ensure your team works to address customer concerns in a timely manner
• Advocate for the tools, process, and resources the core dev team needs to enable their ongoing success and unlock their ability to innovate
• Mentor and guide the professional and technical development of the managers and engineers on your team
• Define clear roles and responsibilities that ensure efficient decision-making, careful analysis of trade-offs, and a responsible balance of strategic business objectives, unique customer needs, operational necessities, and product quality
• Ensure architects, stakeholders, and SMEs are appropriately involved in decisions
• Ensure decisions are communicated within and outside team
• Enforce accountability through empathetic, relevant, and objective performance targets and timely feedback and coaching
• Advise the broader Product leadership team on the relative costs and benefits of various projects competing for Engineering resources

Senior Director, Engineering

Implementation Specialist

• Gain deep knowledge, understanding, and experience with the Highspot product and how it is integrated with other systems in a customer environment.
• Become a trusted customer advisor, engaging with a wide range of people, from the most senior to the most junior, helping the customer get the most value from Highspot.
• Design the solution in collaboration with the customer, develop project plans, and execute on them; deliver and launch solutions on time that meet customer needs.
• Train users to take full advantage of the product.
• Work closely with the account team to support the sales process and grow revenue.
• Collaborate with the engineering team on evolving the product to better meet customer needs.

Implementation Manager

• Predictably exceed revenue targets and customer expectations.
• Acquire new customer revenue in our largest Global Strategic Accounts (GSAs) and identify upsell/cross-sell opportunities.
• Create and execute Strategic Account Plans aligned with company strategy to drive revenue within GSAs.
• Run a repeatable sales process, manage CRM data, and adopt Highspot and other sales tools.
• Forecast opportunities and revenue with high accuracy.
• Establish and maintain trust and credibility with C-level executives and multi-thread across account hierarchies.
• Lead complex negotiations and close high-value deals; craft compelling sales proposals.
• Act as a thought leader on industry trends and adjust strategies to maintain competitive edge.
• Evangelize Highspot's vision and product roadmap; use Highspot to engage buyers effectively.
• Collaborate and lead cross-functional global teams to deliver seamless solutions.
• Communicate technical information to non-technical stakeholders and stay current on product use cases and differentiators.

Senior Enterprise Account Executive, Financial Services

Engineering Manager

• Lead a team of engineers, inspiring and motivating your team to do their best work; regularly jump in to help with coding and design.
• Manage smooth execution against product and engineering delivery goals, triaging tickets and maintaining JIRA/Confluence.
• Facilitate stakeholder communication about team progress, timelines, risks, and tradeoffs.
• Influence technical architecture and ensure high-availability and reliability across multiple worldwide data centers.
• Deliver high product quality, security, and reliability; partner with DevOps to build observable systems with metrics and alerts.
• Leverage AI strategically to infuse product capabilities.
• Collaborate with Designers, Product Managers, Security, and QA; communicate decisions within and outside the team.
• Mentor and guide professional and technical development of engineers; enforce accountability through performance targets and feedback.
• Uphold and build engineering culture, focusing on inclusion and DE&I goals.
• Partner with Services to address customer concerns and advocate for tools, processes, and resources.
• Ensure architects, stakeholders, and SMEs are appropriately involved in decisions.

Software Engineering Manager

Financial Planning and Analysis

• Serve as the face and voice of Highspot to customers in your portfolio and as “the buck stops with you” owner of those customer relationships internally at Highspot
• Deeply understand your customer’s needs, thoughtfully helping business leaders to find opportunities to expand value, our footprint and depth of engagement
• Manage relationships with solution owners (Enablement, Marketing, Ops, etc.) to drive product usage and engagement
• Multi-thread to any stakeholder you need to engage across Enablement, Sales, Marketing, Operations, Finance, IT, and others at all levels (ATL, OTL, and BTL) to accomplish your goals; build replacement relationships after stakeholder turnover
• Collaborate with customers to develop a mutual value plan and analyze portfolio to identify risks and opportunities
• Partner with Account Management on renewal risk, project manage plans to mitigate churn risk, and identify expansion opportunities for Account Management
• Coordinate with Deployment Consultants, Technical Account Managers, Support, and Professional Services to optimize implementations and resolve technical challenges
• Help customers realize the full value of the Highspot platform and drive product adoption and ongoing usage
• Ensure execution of customer maturity and technical discussions via coordinating solutions across engineering, marketing, product, and support teams
• Deliver Mutual Value Plans, Solution Health Reviews and Strategic Business Reviews while partnering with Account Management for renewals and expansions

Senior Customer Success Manager, Financial Services

Full-stack Engineer

• Highspot is a software product company and leader in AI-powered sales enablement SaaS.
• Scale platform and deliver high-quality features in a fast-paced environment.
• Assist with observability tooling and infrastructure in Highspot's India office.
• Design and implement infrastructure platforms leveraging Kubernetes, cloud services (AWS, Azure, GCP), and orchestration tools.
• Create and maintain infrastructure as code using Terraform, Chef, Ansible.
• Integrate and manage observability tools like New Relic, Prometheus, Grafana.
• Implement event-driven autoscaling and resource allocation using Kubernetes and tools like Karpenter or Argo.
• Automate tasks and workflows using Bash, Ruby, Python.
• Collaborate across teams and communicate with technical and non-technical stakeholders.

Senior Software Development Engineer

• Design, develop, and maintain high-quality, scalable, and user-centric web applications using modern front-end technologies.
• Partner effectively with Product Management and UX design teams to translate ideas, specifications, and comps into fully functional, accessible, and high-quality user experiences.
• Architect and build the front-end infrastructure for our products, ensuring a seamless, responsive, and intuitive user experience.
• Mentor and guide team members through constructive code reviews and by championing software development best practices.
• You will take on the role of a technology leader, guiding our most challenging cross-functional projects to success.
• Resolve major customer technical issues in production, and contribute to comprehensive documentation

Senior Software Development Engineer, Coaching

• Lead and grow the App Platform team
• Drive the technical roadmap and vision for the platform, providing a robust front-end and back-end foundation and tools to accelerate delivery and improve developer experience.
• Lead initiatives to evolve our architecture towards a highly distributed, service-oriented model, including strategic refactoring of existing monolithic components.
• Partner closely with Infrastructure teams to drive end-to-end developer experience improvements from local development through production deployment
• Define standards, patterns, and practices for software development across Highspot
• Contribute to architectural decisions that shape the long-term direction of Highspot’s SaaS platform, with a focus on designing and implementing scalable, decoupled services.
• Attract, retain, and develop top engineering talent, building a high-performing and inclusive team culture.
• Communicate effectively with senior leadership, providing visibility into roadmap progress, technical trade-offs, and organizational needs.

Senior Engineering Manager, App Platform

Executive Assistant

• 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: As the Executive Assistant supporting Field Operations executives, you'll play a crucial role in supporting the success of Leaders executing customer pre-sales, post-sales, and go-to-market strategies. The leaders you will support interface regularly with senior customer leaders, internal leaders, and the broader company supporting systems and processes. We seek a candidate who values collaboration, detail orientation, and excellence in execution.