Account Executive, Enterprise

📋 Description

• • Own the complete enterprise revenue lifecycle for Highlight’s product intelligence platform, orchestrating every stage from first-touch prospecting to multi-year renewals and strategic upsells across Fortune 500 and emerging CPG, retail, and consumer brands.
• • Prospect and penetrate a defined territory of 150–200 named accounts, building and maintaining a healthy pipeline of $5M+ in qualified enterprise opportunities while consistently achieving or exceeding an annual quota of $1.2M+ ARR.
• • Lead sophisticated, multi-threaded sales cycles (6–18 months) that involve 8–15 stakeholders across research, insights, product, innovation, procurement, legal, security, and executive leadership—translating complex workflows into a compelling, ROI-driven business case for Highlight.
• • Conduct deep discovery to uncover strategic initiatives such as faster concept-to-shelf timelines, in-market renovation programs, and global portfolio expansion; map these initiatives to Highlight’s AI-powered analytics, proprietary community, and seamless logistics to quantify value and differentiation.
• • Craft and deliver board-level presentations, business cases, and procurement-ready ROI models that articulate cost savings, revenue lift, and risk reduction—leveraging customer data, benchmark studies, and third-party research to build trust and urgency.
• • Negotiate enterprise-grade MSAs, DPAs, and order forms with legal and procurement teams, navigating security reviews (SOC 2, ISO 27001), infosec questionnaires, and red-line cycles while protecting Highlight’s commercial interests and accelerating deal velocity.
• • Partner with Customer Enablement to design 90-day onboarding success plans, adoption playbooks, and executive QBRs that drive platform stickiness, user expansion, and multi-year renewals—ultimately turning customers into vocal advocates and case-study partners.
• • Collaborate with Product and Marketing to relay market feedback, competitive intelligence, and feature requests that inform roadmap prioritization; co-author thought-leadership content, webinars, and field events that position Highlight as the definitive authority in product intelligence.
• • Maintain meticulous CRM hygiene (Salesforce) including accurate forecasting, stage progression, MEDDPICC notes, and next-step accountability—providing transparent visibility to leadership and enabling predictable revenue outcomes.
• • Champion Highlight’s “Humans First” culture by mentoring junior sellers, sharing best practices, and contributing to an inclusive, high-velocity sales environment where curiosity, experimentation, and diverse perspectives are celebrated.