Account Executive, Enterprise - Growth & Retention

Highlight (HearstLab); United States; Remote; USD 220,000 - 240,000; Full time

Benefits offered by this job

Health insurance

Unlimited PTO

Flexible remote work

Access to Hearst Tower facilities inNY

Job summary

Highlight (HearstLab) is seeking an experienced Enterprise Account Executive to grow and retain a portfolio of high-value accounts. You will be the senior partner to insights, innovation, R&D, and sensory leaders at top brands, driving adoption, value realization, and renewals with a hunter’s mindset.

You will lead cross-functional collaboration with Marketing, Product, and Customer Enablement to maximize long-term customer value and revenue.

Qualifications

• 6-10+ years of full-cycle enterprise sales experience.
• Proven success in net revenue retention, renewals, and expansion.
• Ability to navigate complex buying committees and align stakeholders.

Responsibilities

• Own a portfolio of high-value enterprise accounts with responsibility for renewals, expansion, and repeat business.
• Serve as senior trusted partner to insights, innovation, and R&D leaders, managing the relationship end‑to‑end.
• Drive value realization by linking platform usage to customer priorities and renewal outcomes.
• Grow accounts by identifying whitespace and closing expansion across new units and use cases.
• Forecast accurately and maintain pipeline rigor in CRM across renewals, expansion, and new opportunities.

Skills

Enterprise sales

Account management

Negotiation

Relationship management

Forecasting & CRM

Tools

CRM systems

Job description

Highlight is looking for an experienced, strategic Enterprise Account Executive to grow and retain our most important enterprise relationships. This role owns a portfolio of existing high-value accounts with full responsibility for the customer's success and the revenue that follows from it.

As an Enterprise Account Executive focused on growth and retention of strategic accounts, you will be the trusted senior partner to insights, innovation, R&D, and sensory leaders at some of the world's most recognizable brands. You will deepen adoption, drive measurable value, and own renewals so they are earned through results. You will also proactively seek expansion opportunities within your accounts, identifying new teams, use cases, and budget holders.

This role requires equal parts relationship stewardship and commercial hunting: you keep customers for the long term and actively find the next opportunity within. You will work closely with Marketing, Product, and Customer Enablement to ensure long-term customer value, adoption, and retention.

Responsibilities will include:

• Own a portfolio of high-value enterprise accounts with full accountability for net revenue retention, including renewals, expansion, and repeat business
• Serve as the trusted senior point of contact for insights, innovation, R&D, and sensory leaders, managing the customer relationship and experience end to end
• Drive measurable value realization by connecting platform usage and study outcomes to each customer's priorities, ensuring renewals are won on results
• Grow accounts commercially by identifying and closing expansion, cross-sell, and repeat project work across new business units, teams, and use cases
• Pursue whitespace within accounts by mapping organizations, uncovering new budget holders, and opening new doors
• Lead sophisticated discovery to surface evolving workflows, new strategic initiatives, and unmet needs across the product innovation lifecycle
• Manage renewals proactively, identifying risk early and negotiating from a position of delivered value
• Partner with Customer Enablement to drive onboarding, adoption, and early wins that set up long-term growth
• Navigate complex, multi-threaded buying processes across procurement, legal, security, and executive leadership
• Forecast accurately and maintain pipeline rigor in CRM across renewals, expansion, and new opportunities

You're a great fit if you:

• Have 6-10+ years of full-cycle enterprise sales experience, with a track record of growing and retaining strategic accounts over time
• Have demonstrated success driving net revenue retention, including expanding and renewing a book of business
• Bring a hunter's mentality to existing accounts, with a repeatable approach for finding whitespace and creating demand
• Are comfortable across a range of deal sizes and structures, from six-figure subscriptions to smaller repeat project work
• Can navigate complex buying committees and align multiple stakeholders around a shared vision
• Are confident selling a consultative, value-based solution and able to re-sell the platform internally
• Are skilled at commercial renewal negotiation, protecting and growing revenue while maintaining trust
• Have exceptional executive presence with strong presentation, negotiation, and relationship-management skills
• Are highly self-motivated with a bias toward action, accountability, and ownership in fast-moving environments
• Have experience selling into CPG, retail, or consumer brands, or selling data, analytics, or market research software (a strong plus)

Total Compensation

The on-target earnings for this position are $220,000 - $240,000, based on experience and skillset.

Additional benefits include:

• Health insurance (medical, dental, vision) with 100% of employee premiums covered
• Unlimited PTO
• Flexible, remote work-from-home culture
• Access to Hearst Tower facilities in NYC

This is an evergreen position, and applications are accepted on a rolling basis.