[Remote] Account Executive, Mid Market- Remote

Note: The job is a remote job and is open to candidates in USA. Highspot is pioneering the category that is fundamentally changing the way companies increase sales productivity. They are seeking an experienced Account Executive for their mid market business to develop, manage, and close sales opportunities, while collaborating with various teams to ensure value realization and uncover additional revenue pathways.ResponsibilitiesDevelop, manage, and close a pipeline of qualified, often early-stage leads to achieve and exceed individual software quota targetsOwn the full sales cycle—from initial outreach, qualification, discovery, demo, proposal, to negotiation and close—while consistently driving new ARRBuild deep account insights to identify pain points, goals, and expansion opportunities within existing customer organizationsPartner closely with Customer Success, Services, Sales Engineers, and Account Development teams to ensure value realization and to uncover additional revenue pathwaysMeet regularly with customers and prospects, providing value at every interaction while managing both net-new and expansion motionsDrive and execute expansion discussions and agreements while maintaining high customer satisfactionMaintain accurate account, opportunity, and forecast data within Salesforce and other internal forecasting toolsQuickly learn new products and clearly communicate differentiated value propositions to executives and key stakeholdersDevelop strong, multi-threaded relationships with decision makers, influencers, and partners across assigned accountsUnderstand and document customer goals, decision-making processes, budgets, and timelines to support both new business and expansion opportunitiesContribute positively to a collaborative team environment grounded in guiding principles and Diversity, Equity & InclusionSkills4+ 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 solutionsProven ability to generate pipeline through an omni-channel, multi-threaded approach and consistently exceed sales targetsExperience driving expansion conversations and demonstrated ability to grow underutilized customersStrong customer-facing presence with the ability to negotiate effectively across Mid Market and Enterprise accountsSkilled at mapping complex business requirements to product use cases and articulating clear value to prospects and customersStrong understanding and experience leveraging MEDDPICC framework as a sales qualification tool to assess opportunitiesAble to work independently and as part of a team in a fast-paced, rapidly changing environment with a strong sense of urgencyExcellent verbal, written, and presentation skills with the ability to lead compelling product and value discussionsProficient with Salesforce and experienced using modern sales tools such as Clari, Gong, LinkedIn, Salesloft, or ZoomInfoA positive growth mindset and desire to improve both organizational outcomes and those around youBenefitsComprehensive medical, dental, vision, disability, and life benefitsHealth Savings Account (HSA) with employer contribution401(k) Matching with immediate vesting on employer matchFlexible PTO8 paid holidays and 5 paid days for Annual Holiday WeekQuarterly Recharge Fridays (paid days off for mental health recharge)18 weeks paid parental leaveAccess to Coaches and Therapists through Modern Health2 volunteer days per yearCommuting benefitsCompany OverviewHighspot is a sales enablement platform that helps companies worldwide improve the performance of their sales teams. It is a sub-organization of Seismic. It was founded in 2012, and is headquartered in Seattle, Washington, USA, with a workforce of 501-1000 employees. Its website is https://www.highspot.com.