Account Executive, Enterprise – Growth & Retention

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of a portfolio comprising high-value enterprise accounts, fully responsible for net revenue retention through renewals, expansion, and ongoing business over time.

• Act as the trusted senior point of contact for insights, innovation, research and development, and sensory leaders, ensuring a seamless end-to-end customer experience with Highlight.

• Drive quantifiable value realization by linking platform usage and study results to each customer's articulated priorities, ensuring renewals are secured based on outcomes rather than last-minute efforts.

• Expand accounts commercially by identifying and closing opportunities for expansion, cross-selling, and repeat project engagements across new business units, teams, and applications.

• Seek out whitespace within your accounts with a proactive approach: map the organization, identify new budget holders, and create openings in previously unapproached areas.

• Conduct thorough discovery sessions to uncover evolving workflows, new strategic initiatives, and unmet needs throughout the entire product innovation lifecycle.

• Manage renewals in a proactive and commercially savvy manner, recognizing potential risks early and negotiating from a position of demonstrated value.

• Collaborate closely with Customer Enablement to enhance onboarding, promote adoption, and achieve early successes that facilitate long-term growth.

• Navigate intricate, multi-threaded purchasing processes involving procurement, legal, security, and executive leadership.

• Provide accurate forecasts and maintain rigorous pipeline management in CRM for renewals, expansions, and new opportunities within your accounts.

⛳️ Requirements

• 6–10+ years of comprehensive enterprise sales experience, with a proven history of growing and retaining strategic accounts over time, beyond just acquiring them.

• Proven success in driving net revenue retention: you have expanded and renewed a portfolio of business rather than merely closing it once.

• A proactive hunter's mentality applied within existing accounts: you don't wait for expansion opportunities to arise; you have a systematic approach for identifying whitespace, building new stakeholder relationships, and generating demand where your champion may not reach.

• Comfortable dealing with a range of deal sizes and structures, from low-to-mid six-figure subscriptions to smaller repeat project engagements, with the ability to convey the value in each scenario.

• Strong capability to navigate complex buying committees and align various stakeholders towards a common vision.

• Confident in selling a consultative, value-based solution and adept at re-selling the platform internally, even when an existing relationship is already established.

• Skilled in negotiating commercial renewals, ensuring revenue protection and growth without compromising trust.

• Exceptional executive presence, complemented by strong presentation, negotiation, and relationship management skills.

• Highly self-motivated, exhibiting a bias for action, accountability, and ownership in dynamic environments.

• Experience selling to Consumer Packaged Goods (CPG), retail, or consumer brands, or having a background in selling data, analytics, or market research software is a significant advantage and will expedite your ramp-up.

🏝️ Benefits

• Health insurance (medical, dental, vision) with 100% of employee premiums covered.

• Unlimited paid time off (PTO).

• Flexible remote work-from-home culture.

• Access to the iconic Hearst Tower and its facilities in NYC, should you choose to work in person.