Account Executive, Enterprise

Job not on LinkedIn

🕒 April 2

🇺🇸 United States – Remote

💵 $230k - $250k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

🧑‍💼 Account Executive

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Highlight

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2002

🏛️ Government

🔒 Cybersecurity

Government • Cybersecurity • IT Services

Highlight is a government-focused services provider that delivers a wide array of solutions to tackle federal agency challenges. Founded in 2008, Highlight offers services including business and mission operations, grants and financial services, policy and planning, strategic communication, DevSecOps, human-centered design, data management, IT services, cybersecurity, and cloud services. The company is renowned for its personalized approach and its commitment to creating impactful federal mission solutions while providing rewarding career opportunities. Highlight is also distinguished by its 100% employee ownership and a diverse workforce, emphasizing financial success sharing among employees. Headquartered in Fairfax, Virginia, the company is recognized as one of the 2024 Fortune Best Companies and has received numerous awards for community service and workplace environment.

📋 Description

• Own the full enterprise revenue lifecycle: new logo acquisition, contract renewals, and expansion within existing accounts • Prospect and close complex enterprise SaaS deals across a defined territory and target account list • Build deep, trusted relationships with executive sponsors and senior decision-makers at large enterprise organizations • Lead sophisticated discovery conversations to uncover strategic initiatives, workflows, and long-term platform needs • Position Highlight as a scalable enterprise software platform, clearly articulating ROI, differentiation, and long-term value • Manage multi-stakeholder, multi-threaded sales cycles involving procurement, legal, security, and executive leadership • Drive consistent ARR growth by meeting or exceeding enterprise quota targets across new business, expansion, and renewals • Partner closely with Customer Enablement to support onboarding, adoption, renewals, and account growth • Forecast accurately, maintain pipeline rigor in CRM, and provide visibility into deal progress and risk

🎯 Requirements

• 6–10+ years of full-cycle SaaS sales experience selling to enterprise customers • Proven success consistently closing six-figure enterprise software deals • Experience owning long-term enterprise accounts, including renewals and expansion revenue • Strong ability to navigate complex buying committees and align multiple stakeholders around a shared vision • Confident selling a consultative, value-based solution in a competitive enterprise landscape • Exceptional executive presence with strong presentation, negotiation, and relationship-management skills • Highly self-motivated with a bias toward action, accountability, and ownership in fast-moving environments

🏖️ Benefits

• Health insurance (medical, dental, vision) with 100% of employee premiums covered • Unlimited PTO • Flexible, remote WFH culture • Access to the iconic Hearst Tower & its facilities in NYC (should you choose to ever be in person)