Account Executive, Enterprise - New Business

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

Benefits offered by this job

Health insurance

Unlimited PTO

Flexible remote WFH culture

Access to Hearst Tower facilities inNY

Job summary

Highlight (HearstLab) is seeking an experienced Enterprise Account Executive to win net-new enterprise logos and drive growth with major brands. You will prospect from a cold start, build a compelling ROI case, and close multi-threaded sales cycles into initial projects or enterprise subscriptions.

Collaborate with Marketing, Product, and Enablement to ensure a strong start and long-term value. This role rewards hunter-driven growth with a clear path to executive-level relationships.

Qualifications

• 6–10+ years of full-cycle enterprise sales experience.
• Proven success closing complex enterprise deals from a cold start.
• Self-sourced prospecting motion to create demand.

Responsibilities

• Own net-new enterprise logo acquisition across a defined territory and target account list.
• Generate the majority of your own pipeline through outbound prospecting and multi-channel outreach.
• Run complex, multi-threaded sales cycles to a signed first contract or enterprise subscription.
• Build trusted relationships with executive sponsors and senior decision-makers.
• Lead discovery to uncover strategic initiatives across the product innovation lifecycle.
• Position Highlight against incumbents with ROI-focused value messaging.
• Navigate procurement, legal, security, and executive approvals to close first deals in net-new accounts.
• Forecast accurately and maintain pipeline rigor in CRM.

Skills

New-logo acquisition

Enterprise sales

Cold outreach

Executive relationships

Negotiation

Forecasting/pipeline

Multi-stakeholder selling

Job description

Highlight is looking for an experienced, strategic Enterprise Account Executive to win net-new enterprise logos and establish Highlight inside brands that don’t yet know us. This role is the tip of the spear for enterprise growth: a true hunter who creates pipeline where none exists and closes complex first deals with some of the world’s most recognizable brands.

As an Enterprise Account Executive on our new-business team, you will prospect into insights, innovation, R&D, and sensory leaders from a cold start, build the case for Highlight against incumbents and the status quo, and navigate long, multi-stakeholder buying cycles to a signed first contract, whether that’s an initial project or an enterprise subscription. Once you’ve landed an account, you’ll set it up for long-term success and hand it to our strategic accounts team to grow.

This is a highly collaborative role working closely with Marketing, Product, and Customer Enablement to ensure a strong start and long-term customer value.

Responsibilities will include:

• Own net-new enterprise logo acquisition across a defined territory and target account list, carrying a new-business quota
• Generate the majority of your own pipeline through outbound prospecting, strategic account research, and targeted, multi-channel outreach
• Prospect into insights, innovation, R&D, and sensory leaders who have never heard of Highlight, and build the business case from the ground up
• Run complex, multi-threaded sales cycles to a signed first contract, whether an initial project or an enterprise subscription
• Build trusted relationships with executive sponsors and senior decision-makers, creating champions where you start with none
• Lead sophisticated discovery to uncover strategic initiatives, workflows, and unmet needs across the full product innovation lifecycle
• Position Highlight against incumbents, DIY tools, and the status quo, clearly articulating ROI, differentiation, and long-term value
• Navigate procurement, legal, security, and executive approval to close first deals in net-new accounts
• Forecast accurately and maintain pipeline rigor in CRM, with disciplined visibility into new-business deal progress and risk

You’re a great fit if you:

• Have 6–10+ years of full-cycle enterprise sales experience, with a track record of landing net-new logos, not only growing accounts handed to you
• Have proven success closing complex enterprise deals from a cold start, with the range and ambition to build six-figure relationships
• Have a repeatable, self-sourced prospecting motion: you create demand in markets where you’re not yet known and don’t wait for inbound
• Are comfortable selling both initial projects and enterprise subscriptions, and able to land the first deal at whatever size opens the door
• Have strong ability to navigate complex buying committees and align multiple stakeholders around a shared vision
• Are confident selling a consultative, value-based solution against incumbents, DIY approaches, and the status quo
• 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 background selling into CPG, retail, or consumer brands, or experience 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 WFH culture
• Access to the iconic Hearst Tower & its facilities in NYC (optional)