Account Executive, Enterprise – New Business

This is a fully remote position, open to applicants in New York.

📋 Description

• Take charge of acquiring new enterprise logos within a specified territory and target account list, meeting a new-business quota.

• Generate the majority of your own sales pipeline through proactive outbound prospecting, thorough strategic account research, and targeted, multi-channel outreach.

• Engage with insights, innovation, R&D, and sensory leaders who are unfamiliar with Highlight, building the business case from the ground up.

• Manage intricate, multi-threaded sales cycles leading to the signing of initial contracts, whether for a first project or an enterprise subscription.

• Establish trusted relationships with executive sponsors and senior decision-makers, creating champions where none exist.

• Conduct in-depth discovery to identify strategic initiatives, workflows, and unmet needs throughout the entire product innovation lifecycle.

• Position Highlight effectively against competitors, DIY solutions, and the status quo, clearly communicating ROI, differentiation, and long-term value.

• Navigate procurement, legal, security, and executive approval processes to finalize initial deals in new accounts.

• Accurately forecast and maintain rigorous pipeline management in CRM, ensuring disciplined visibility into new-business deal progress and risks.

⛳️ Requirements

• 6–10+ years of comprehensive enterprise sales experience, with a proven history of acquiring new logos rather than just expanding existing accounts.

• Demonstrated success in closing complex enterprise deals from scratch, with the ambition and capability to forge six-figure relationships.

• A repeatable, self-generated prospecting approach: you create demand in unfamiliar markets rather than relying on inbound leads.

• Comfortable selling both initial projects and enterprise subscriptions, able to secure the first deal of any size that opens the door.

• Strong aptitude for navigating complex buying committees and aligning multiple stakeholders around a unified vision.

• Confidently sell a consultative, value-driven solution against competitors, DIY methodologies, and the prevailing status quo.

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

• Highly self-motivated with a proactive approach, accountability, and ownership in dynamic environments.

• A background in selling to CPG, retail, or consumer brands, or experience in selling data, analytics, or market research software is a significant advantage and will accelerate your onboarding process.

🏝️ Benefits

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

• Unlimited 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.