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Senior Account Executive, B2B Technology

HighWire, Inc.

Job Overview

Location

Remote

Job Type

Full-time

Full Job Description

📋 Description

• Own the full sales cycle from first conversation to signed SOW, driving new-business revenue for Highwire’s B2B technology practice. You will quarterback complex, multi-stakeholder deals—often involving C-suite buyers at high-growth startups and Fortune 500 brands—while partnering with strategists, creatives, and data analysts to craft tailored solutions that solve real business problems.
• Build and manage a robust pipeline of $3-5M+ annually through outbound prospecting, warm referrals, agency partnerships, and inbound leads. You will leverage Salesforce, HubSpot, and LinkedIn Sales Navigator to track every touchpoint, forecast accurately, and maintain a 3–4× pipeline coverage ratio that keeps revenue goals predictably on track.
• Translate deep market intelligence into compelling narratives that position Highwire as the indispensable growth partner for technology companies navigating rapid scale, IPO readiness, M&A, or category creation. You will synthesize analyst reports, competitive intel, and customer insights to shape pitch decks, RFP responses, and proactive proposals that win six- and seven-figure engagements.
• Collaborate cross-functionally with account leadership to scope integrated programs spanning strategic communications, brand storytelling, digital marketing, crisis & issues management, and executive visibility. Your ability to translate client KPIs into measurable PR and marketing outcomes will directly influence program architecture and pricing strategies.
• Mentor junior sellers and serve as a force multiplier for the broader business-development team. You will lead weekly pipeline reviews, share winning plays, and champion a culture of continuous improvement—ensuring that every Highwire Walker has the tools and confidence to pitch bigger, close faster, and grow accounts.
• Represent Highwire at industry events, conferences, and on social channels, amplifying our thought leadership and expanding our network of prospects, partners, and influencers. Your authentic voice and visible expertise will reinforce our reputation as the go-to agency for B2B technology innovators.
• Drive strategic account expansion by identifying whitespace within existing clients and orchestrating upsell/cross-sell motions that deepen relationships and increase annual contract value. You will partner with account directors to craft renewal strategies that secure multi-year commitments and protect revenue.
• Champion Highwire’s values—Team Empowerment, Growth Mindset, Inclusion Always, Fierce Distinction—in every client interaction and internal collaboration. You will model inclusive selling practices, advocate for diverse voices in campaign ideation, and ensure that our work reflects the audiences our clients serve.
• Leverage data and analytics to refine sales strategies, optimize pricing, and demonstrate ROI. You will work closely with our insights team to embed measurement frameworks into proposals, ensuring clients understand how Highwire will move the metrics that matter most—ARR, pipeline velocity, share-of-voice, and brand trust.
• Stay ahead of emerging tech trends (AI, SaaS, cybersecurity, fintech, climate tech) to anticipate client challenges and proactively pitch innovative solutions. Your curiosity and market fluency will keep Highwire at the forefront of the conversations shaping tomorrow’s industries.

🎯 Requirements

• 7+ years of quota-carrying B2B sales experience in PR, marketing, or communications agencies, with a consistent track record of exceeding $1M+ annual targets.
• Demonstrated expertise selling integrated programs to technology companies—startups through enterprise—with fluency in SaaS, cybersecurity, AI/ML, or fintech narratives.
• Proven ability to navigate complex, multi-stakeholder sales cycles (6–12 months) and secure six-figure annual retainers or project-based engagements.
• Mastery of modern sales tech stack: Salesforce CRM, HubSpot, Outreach, LinkedIn Sales Navigator, ZoomInfo, and Gong for call intelligence.
• Exceptional storytelling and presentation skills; comfortable pitching to C-suite and board-level audiences both virtually and on-site.
• Nice-to-have: Existing network of CMO, CCO, or VP Marketing contacts within high-growth technology companies and venture-capital portfolios.

🏖️ Benefits

• Fully remote-first culture with quarterly in-person summits in inspiring locations—recent gatherings included Napa Valley and Austin—plus an annual $1,000 home-office stipend.
• Uncapped commission plan with accelerators above 100% quota attainment, plus equity-style profit sharing that rewards every Walker for agency-wide success.
• 100% employer-paid medical, dental, and vision coverage for you and 75% for dependents, plus mental-health days and a $1,200 annual wellness allowance.
• 20 days PTO to start, all federal holidays, and a Winter Recharge week between Christmas and New Year’s—because burnout is not a badge of honor.
• $2,000 annual professional-development fund for conferences, courses, or coaching, plus internal mentorship programs and clear promotion pathways to Director and VP levels.

Skills & Technologies

Senior

Remote

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HighWire, Inc.

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About HighWire, Inc.

HighWire, Inc. provides digital publishing infrastructure and technology services to scholarly and academic publishers. Its platform supports content hosting, manuscript submission, peer-review workflow, e-commerce, and analytics for journals, books, and multimedia. Founded at Stanford University in 1995, the company serves learned societies, university presses, and commercial publishers worldwide, enabling online access to research literature and data.

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