Account Executive, SMB – Northern Europe

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 small to medium business, EMEA. 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.

What You Will Do:

• Execute account plans to achieve and exceed individual quota responsibility
• Consistently build and deliver an accurate pipeline via Salesforce.com
• Lead multiple customer sales cycles and close effectively – candidate is a hunter
• Quickly learn new software product(s) and clearly communicate the value proposition
• Manage effective working relationships with Leadership, Sales Engineers, Consulting
• Professionals, Marketing, Legal, Customer Support and other Account Executives
• Develop strong relationships with key decision makers, influencers and partners
• Understand and document corporate budget, decision-making timeframe, customer goals, and key decision makers within the prospect’s organization
• Deliver impactful demonstrations, by phone / Zoom
• Keep abreast of competitive knowledge and products

Your Background:

• Proven track record of successfully achieving goals and supporting other team members
• Strong understanding of driving prospects through discovery, the results into successful SQLs,
• Pipeline creation and Closed Won Opportunities
• Demonstrated ability to successfully prospected to Sales Enablement, Sales or Marketing, successfully emphasizing business value and product differentiation
• Actively listen to determine the customers’ needs and challenges
• Clearly articulate business value, impact and ROI
• Operate in a fast-moving, entrepreneurial environment with limited overhead, but deep support
• Able to garner commitment at every step of sales process, a proven closer
• Successful experience prospecting into senior leaders or C-level

Required skills:

• 1-3 years successful software sales experience with a focus on Solution Selling into CRM, Sales
• Enablement, Marketing Automation, or business solutions at enterprise accounts
• Consistent track record of surpassing sales targets and over-achieving
• Excellent written and verbal communication skills combined with very strong presentation skills
• Strong articulation, highly motivated self-starters, eager to learn, adapt quickly, and comfortable with ambiguity
• Travel to meet customers on-site for presentations ~25%
• Strong Team Player, “we” not me attitude
• Strong computer skills, including Salesforce, and MS Office

Benefits

• Competitive compensation including equity so you feel like you have a piece of the pie
• Flexible Leave Balance
• Holiday week off between Christmas and New Year
• Private medical insurance for you and your dependents
• 2 x death in service benefit
• Income protection insurance
• Company social events throughout the year
• Meaningfully contribute to a compelling vision
• Quarterly Recharge Fridays (paid days off for mental health recharge)
• Professional development opportunities through LinkedIn Learning
• Discounted ClassPass membership
• Access to Coaches and Therapists through Modern Health

Eligibility Checks
We carry out various eligibility and background checks as part of our recruiting process, including employment history, education verification and criminal records check. If you require further information let us know.

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Did you read the requirements as a checklist and not tick every box? Don’t rule yourself out! If this role resonates with you, hit the ‘apply’ button.

Diversity & Inclusivity:

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.