Account Executive, Mid Market
Highspot
full-time
Posted on:
Location Type: Hybrid
Location: Seattle • Washington • 🇺🇸 United States
Visit company websiteSalary
💰 $95,000 - $130,000 per year
Job Level
Mid-LevelSenior
About the role
- Develop, manage, and close a pipeline of qualified, often early-stage leads to achieve and exceed individual software quota targets.
- Own the full sales cycle—from initial outreach, qualification, discovery, demo, proposal, to negotiation and close—while consistently driving new ARR.
- Build deep account insights to identify pain points, goals, and expansion opportunities within existing customer organizations.
- Partner closely with Customer Success, Services, Sales Engineers, and Account Development teams to ensure value realization and to uncover additional revenue pathways.
- Meet regularly with customers and prospects, providing value at every interaction while managing both net-new and expansion motions.
- Drive and execute expansion discussions and agreements while maintaining high customer satisfaction.
- Maintain accurate account, opportunity, and forecast data within Salesforce and other internal forecasting tools.
- Quickly learn new products and clearly communicate differentiated value propositions to executives and key stakeholders.
- Develop strong, multi-threaded relationships with decision makers, influencers, and partners across assigned accounts.
- Understand and document customer goals, decision-making processes, budgets, and timelines to support both new business and expansion opportunities.
- Contribute positively to a collaborative team environment grounded in guiding principles and Diversity, Equity & Inclusion.
Requirements
- 4+ years of successful software sales experience with a focus on value-based solution selling of CRM, Sales Enablement, Marketing Automation, or similarly complex, long-cycle business solutions.
- Proven ability to generate pipeline through an omni-channel, multi-threaded approach and consistently exceed sales targets.
- Experience driving expansion conversations and demonstrated ability to grow underutilized customers.
- Strong customer-facing presence with the ability to negotiate effectively across Mid Market and Enterprise accounts.
- Skilled at mapping complex business requirements to product use cases and articulating clear value to prospects and customers
- Strong understanding and experience leveraging MEDDPICC framework as a sales qualification tool to assess opportunities
- Able to work independently and as part of a team in a fast-paced, rapidly changing environment with a strong sense of urgency.
- Excellent verbal, written, and presentation skills with the ability to lead compelling product and value discussions.
- Proficient with Salesforce and experienced using modern sales tools such as Clari, Gong, LinkedIn, Salesloft, or ZoomInfo.
- A positive growth mindset and desire to improve both organizational outcomes and those around you.
Benefits
- 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
- Access to Coaches and Therapists through Modern Health
- 2 volunteer days per year
- Commuting benefits
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
software salesvalue-based solution sellingpipeline generationnegotiationbusiness requirements mappingMEDDPICC frameworkcustomer expansionsales forecasting
Soft skills
customer-facing presencecommunicationcollaborationurgencygrowth mindset