Account Executive

Remote; San Francisco (CA); Remote; USD 90,000 - 150,000; Full time

Job summary

Higher Logic is seeking an Account Executive to drive new business within a defined territory while acting as a trusted advisor who communicates the company’s expertise and thought leadership. You will identify solutions that help clients achieve critical outcomes and work with the HL team to influence client strategy and growth.

Responsibilities include mastering product offerings, meeting sales targets, delivering value-based demos, forecasting bookings, and maintaining rigorous Salesforce

Qualifications

• Desire to understand customer needs
• Strong interpersonal and presentation abilities
• Excellent verbal and written communication skills
• Ability to follow a defined sales process
• Ability to negotiate and sell at the C-level
• Strong organization and time management
• Self-starter with a competitive mindset
• Life-long learner and coachable

Responsibilities

• Develop deep knowledge of Higher Logic products, USPs, and differentiators
• Meet or exceed quarterly sales targets by outbound prospecting and inbound leads
• Provide value-based demonstrations tailored to prospects' needs
• Forecast monthly and quarterly bookings with accurate pipeline management
• Follow Higher Logic's sales process and track activities in Salesforce
• Lead with a consultative approach to engage key stakeholders
• Collaborate with Sales Engineers for technical conversations
• Operate in a fully remote setting with peers and cross-functional teams
• Adhere to company values, policies, and procedures
• Handle additional duties as assigned

Skills

Customer needs

Interpersonal skills

Verbal & written communication

Sales process

C-level negotiation

Organization

Coachable

Tools

Salesforce

Job description

Company Description

At Higher Logic, engagement happens here. As the industry-leading, human-focused engagement platform, we deliver powerful online communities and communication tools to organizations looking to build, retain, and grow their member or customer base. We’re obsessed with engagement, and with over 13 years of experience in the industry, we’ve got it down to a science. We are a global company with offices throughout the US, Canada, and Australia. We serve over 3,000 customers, representing over 350,000 online communities with over 200 million users across 42 countries worldwide.

Our team is a thriving community of authentic people with diverse experiences and perspectives. We are honest and genuine and believe sharing ideas and feedback openly helps us succeed. Diversity and empathy bring us #AllTogether and make us stronger. We learn from failure and success because both help us grow and learn. We strive to understand the why behind our actions and bring our best selves to work daily.

JOB SUMMARY

The Account Executive is responsible for selling Higher Logic products by acting as a trusted advisor, communicating the company’s expertise, and providing thought leadership to identify solutions that help our clients meet their most critical business outcomes. The account executive works within an assigned territory and uses the HL team as required to influence client strategy and drive growth.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Develop a robust understanding of Higher Logic’s products and services - be an expert in our product offerings, USPs, and competitive differentiators
• Meet or exceed quarterly sales targets by driving new opportunities within an assigned territory through outbound prospecting and working inbound leads.
• Provide technical, value-based demonstrations based on the specific needs and business outcomes of your prospects
• Accurate forecasting of monthly and quarterly bookings to Sales Manager accompanied by diligent pipeline management
• Diligently follow Higher Logic’s sales process with keen attention to detail by tracking all activities, notes, and accurate sales stages in Salesforce
• Lead with a value-based and consultative sales approach to sell to key stakeholders and decision makers
• Partner effectively with Sales Engineers where needed for technical conversations
• Collaborate with your peers as well as the product and marketing teams in a fully remote setting
• Conduct all business following Higher Logic values, policies, and procedures
• All other duties as assigned

KNOWLEDGE AND ABILITIES REQUIRED:

• A desire and curiosity to understand customer needs
• Strong interpersonal and presentation skills
• Excellent verbal and written communication skills
• Ability to consistently follow a defined sales process in a disciplined manner
• Ability to successfully negotiate and sell at the C-level
• Strong organization and time management skills
• Ability to consistently follow a defined sales process in a disciplined manner
• Self-starter and competitive mentality
• A highly coachable and life-long learner

EEO Disclosure

Higher Logic is committed to equal opportunity. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law.

Higher Logic is committed to ensuring that its application process provides an equal employment opportunity to all job seekers, including individuals with disabilities. If you believe you need a reasonable accommodation to search for a job opening or to submit an application, please get in touch with us by emailing [e-mail]