Account Executive, Mid Market- Remote

Remote; San Francisco (CA); Remote; USD 110,000 - 160,000; Full time

Job summary

Highspot is seeking an experienced Account Executive for the mid-market to develop, manage and close opportunities. You will own the full sales cycle, forecast accurately, and collaborate across Customer Success, Services, and Sales Engineering.

This role rewards performance with uncapped commissions and accelerators, and requires a strong value-based selling approach with MEDDPICC, Salesforce proficiency, and multi-threaded account coverage.

Qualifications

• 4+ years of successful software sales experience focusing on value-based solutions
• Proven ability to generate pipeline omni-channel and exceed targets
• Experience expanding relationships with customers and growing ARR

Responsibilities

• Develop, manage, and close a pipeline of qualified opportunities to exceed quota.
• Own the full sales cycle—from outreach to close and forecast accurately.
• Build account insights to identify expansion opportunities within existing customers.
• Collaborate with Customer Success, Services, SEs, and Account Development to realize value and uncover revenue paths.
• Meet with customers regularly to drive expansion and maintain high satisfaction.
• Maintain accurate forecast data within Salesforce and other tools.
• Learn new products quickly and articulate value to executives and stakeholders.
• Develop multi-threaded relationships with decision makers and influencers.

Skills

Value-based solution selling

Pipeline development

Multi-threaded accounts

Negotiation

Cross-functional collaboration

MEDDPICC framework

Salesforce proficiency

Sales tools

Tools

Salesforce

Clari

Gong

LinkedIn

Salesloft

ZoomInfo

Job description

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

We are looking for an experienced Account Executive (AE) for our mid market business. The AE will develop, manage and close sales opportunities. The AE will have the opportunity to overachieve and earn uncapped commissions with accelerators based on performance. The AE must meet or exceed sales targets, manage deals, forecast accurately, and project manage evaluations with customers and the Highspot team. The AE has experience with Sales and Marketing professionals. As a key member of our sales team, the AE must thrive in an environment that is highly collaborative and ever-evolving.

What You'll Do

• 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.

Your Background

• 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.

This position is available either in-office or remote, as applicable, at the following locations:

• Arizona - Remote

• Arkansas - Remote

• California - Remote

• Connecticut - Remote

• Florida - Remote

• Georgia - Remote

• Idaho - Remote

• Illinois - Remote

• Maryland - Remote

• Massachusetts - Remote

• Michigan - Remote

• Minnesota - Remote

• Missouri - Remote

• Montana - Remote

• Nevada - Remote

• New Hampshire - Remote

• New Jersey - Remote

• New York - Remote

• North Carolina - Remote

• Ohio - Remote

• Oregon - Remote

• Pennsylvania - Remote

• South Carolina - Remote

• Tennessee - Remote

• Texas - Remote

• Utah - Remote

• Virginia - Remote

• Washington - Remote

• Washington - Seattle

• Washington, D.C. - Remote

• Wisconsin - Remote

Equal Opportunity Statement

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of age, ancestry, citizenship, color, ethnicity, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or invisible disability status, political affiliation, veteran status, race, religion, or sexual orientation.