Account Manager, SMB

August 6

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Highspot

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The sales enablement platform that makes every customer conversation count.

Sales Enablement • Sales Engagement • Sales Playbooks • Sales Enablement Analytics • Buyer Engagement

501 - 1000

Description

• Lead relationship and revenue management for our SMB account base. • Drive the development of customer-level strategies designed to reinforce Highspot value to retain and grow your assigned book of business. • These account planning activities include cross-functional collaboration and partnership with other key customer-facing functions like Solution Consulting, Customer Success Management, and Professional Services. • Actively participate in creating and delivering highly impactful and valuable Customer Business Reviews on a regular cadence. • Carry an aggressive revenue retention quota and own all facets of the renewal cycle. • Carry an aggressive expansion quota and be responsible for upselling and cross-selling Highspot products to the customers in your assigned book of business. • Map out and navigate complex customer organizations to identify key stakeholders and opportunities. • Build and maintain relationships with key customer executives and stakeholders across our core target personas - Sales, Revenue Operations Marketing, and Sales Enablement. • Establish and maintain multi and power-threaded relationships across every customer in your book of business. • Represent the customer back to Highspot through clear communication and administrative updates to CRM, forecasting, and other tools used to manage our business.

Requirements

• Proven track record of meeting and exceeding revenue targets; you are highly results-oriented and reliably deliver on expectations. • 3+ years of experience in a Full sales cycle and/or growth quota-carrying Sales and/or Account Management role. • Proven track record of selling and managing large, multi-product, multi-million dollar books of business • Experience managing a diverse set of customer stakeholders ranging from C-level to manager with multiple stakeholders per account. Ability to establish new relationships with key target contacts. • Experience interfacing closely with executive leaders and leading a diverse set of cross-departmental internal stakeholders to execute account strategy. • Proven ability to stay organized, prioritize well, and manage time effectively in fast-paced, ever-changing environments. • Demonstrated ability to successfully prospect into an installed customer base and successfully identify and solidify business and product value • Ability to clearly articulate business value, impact, and ROI • Ability to strategically plan with customers, mapping complex business objectives to product use cases • Ability to effectively manage customer opportunities and risks • A desire to improve your organization and those around you • Strong executive presence • Strong business acumen • Ability to work independently as well as part of a team in a fast-paced, rapidly evolving environment • Salesforce, Highspot, Tableau, Clari experience preferred