Account Executive

Who We Are 

30,000 products are launched every year, and 90% of them fail. Highlight is the first and only end-to-end agile product testing platform, enabling the efficient collection of scaled product performance data. Brands like Nestle, P&G, and Estee Lauder rely on Highlight for competitive benchmarking, pre-launch formulation testing, in-market product renovation, and more, to optimize product success. Highlight, launched in 2021, has seen runaway growth and scale, having tested hundreds of products at a fraction of the time and cost of traditional analog methods, and becoming the dominant SaaS platform in the product testing space. Highlight is a woman-owned, minority-owned startup on a mission to create better products for people and the planet. We’re a diverse and collaborative team committed to fostering an environment of innovation, impact, and growth.

Highlight is looking for talented and energetic individuals who are motivated and driven. We are a fast-paced, rapid-growth early stage start-up changing how brands test physical products.  Success on our sales team hinges on a propensity for action and productive collaboration with the full sales and marketing teams. The Enterprise Account Executive is responsible for building Enterprise level client relationships within the US market.

Individuals who excel at this job have the ability to prospect, develop, and close business within a timely manner while focusing on the client's requirements. The Enterprise AE’s must have the confidence and ability to negotiate and close agreements with clients and work hand in hand with our client success team to ensure new customers have a seamless transition from contract signature to on-boarding.

At Highlight, Embracing Each Others’ Differences is a core value of our organization. We recognize and appreciate the importance of creating an environment in which all employees feel valued, included, and empowered to do their best work and bring great ideas to the table.

• Achieve sales quotas on a quarterly and annual basis by developing a sales strategy in the allocated target market.
• Be the trusted advisor to the customer by understanding their existing and future consumer & product research needs.
• Prospect qualification and the development of new sales opportunities and ongoing revenue streams.
• Expertly run sales presentations and platform demos solo.
• Execute efficient sales process management and opportunity closure.
• Be familiar with a solution-based approach to selling, have experience navigating a complex sales and procurement process.
• Possess excellent presentation and listening skills, organization and contact management capabilities.

• 5-10+ years of full-cycle sales experience selling software or cloud-based applications to enterprise customers.
• SaaS experience is highly desired.
• Experience hitting a quota of $1m+ of ARR per year.
• A track record of success in driving consistent activity, pipeline development and quota achievement.
• Experience determining customer requirements and presenting appropriate solutions.
• A pro-active, independent thinker with high energy/positive attitude
• Excellent verbal and written communication, presentation, and relationship management skills
• Ability to thrive in a fast-paced start-up environment

• Health insurance (medical, dental, vision) with 100% premium covered for team members
• Generous paid parental leave
• Unlimited PTO
• Flexible, remote WFH culture
• Annual L&D and monthly WFH stipends
• Access to the iconic Hearst Tower & its facilities in NYC (should you choose to be in person)
• On Target Earnings for this position are ~$200,000 - $225,000

You do not need to match every listed expectation to apply for this position. At Highlight, we know that diverse perspectives foster the innovation we need to be successful. We are committed to building a team that comes from a wide range of backgrounds - including but not limited to - race, age, sexual orientation, gender identity and expression, national origin, religion, disability, and veteran status. If you’re someone who can think rigorously and isn’t afraid to challenge assumptions, join us.

We've built a world-class team with decades of experience in the space. We’ve encountered the problems we’re trying to solve first hand and care deeply about making better products. We’ve been fortunate to raise a seed round from First Round Capital as well as experienced angels and insiders to help us further our mission. We’re also a passionate, capable, and empathetic team who live by our Humans First value. We have fun, we care about one another, and we’re all in on tacos.