Account Executive, Enterprise – Growth & Retention

🕒 il y a 9 jours

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Highlight

Site WebLinkedInTous les Emplois

51 - 200 employés

Fondée en 2020

🤝 B2B

☁️ SaaS

💰 €18 000 000 Series A - Highlight en 2023-08

B2B • SaaS

Highlight est une plateforme de recherche de produits qui aide les équipes de biens de consommation emballés (CPG) à réaliser des tests de produits rapides et complets (tests d'usage à domicile, tests de concept, tests de revendications et sensoriels, tests d'emballage, benchmarking concurrentiel, etc. ). La plateforme combine un créateur de sondages guidé, un panel d'audience/communauté pré-qualifié, une logistique clé en main (recrutement et expédition), une analyse alimentée par l'IA et une expertise de revue pour fournir des insights consommateurs prêts à la décision en quelques jours. Highlight cible les équipes de produits et d'innovation dans les marques de diverses catégories (alimentation & boissons, soins personnels, produits ménagers, vêtements, soins des animaux, alcool/NA) et met l'accent sur un délai d'exécution rapide, un taux de complétion élevé et une exécution d'étude clé en main.

Description

• Own a portfolio of high-value enterprise accounts with full accountability for net revenue retention: renewals, expansion, and repeat business over time • Serve as the trusted senior point of contact for insights, innovation, R&D, and sensory leaders, owning the relationship and the customer's experience of Highlight end to end • Drive measurable value realization, connecting platform usage and study outcomes to each customer's stated priorities so renewals are won on results, not rescued at the deadline • Grow accounts commercially: identify and close expansion, cross-sell, and repeat project work across new business units, teams, and use cases • Pursue whitespace within your accounts with a hunter's instinct: map the organization, uncover new budget holders, and open doors that aren't already open • Lead sophisticated discovery to surface evolving workflows, new strategic initiatives, and unmet needs across the full product innovation lifecycle • Manage renewals proactively and commercially, identifying risk early and negotiating from a position of delivered value • Partner closely with Customer Enablement to drive onboarding, adoption, and the early wins that set up long-term growth • Navigate complex, multi-threaded buying processes across procurement, legal, security, and executive leadership • Forecast accurately and maintain pipeline rigor in CRM across renewals, expansion, and new opportunities within your accounts

🎯 Exigences

• 6–10+ years of full-cycle enterprise sales experience, with a track record of growing and retaining strategic accounts over time, not only landing them • Demonstrated success driving net revenue retention: you've expanded and renewed a book of business, not just closed it once • A hunter's mentality applied inside existing accounts: you don't wait for expansion to surface, you have a repeatable motion for finding whitespace, opening new stakeholder relationships, and creating demand where your champion can't reach • Comfortable across a range of deal sizes and structures, from low-to-mid six-figure subscriptions to smaller repeat project work, and able to sell the value in each • Strong ability to navigate complex buying committees and align multiple stakeholders around a shared vision • Confident selling a consultative, value-based solution, and able to re-sell the platform internally even where an existing relationship is already in place • Skilled at commercial renewal negotiation, protecting and growing revenue without eroding trust • 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 • Background selling into CPG, retail, or consumer brands, or experience selling data, analytics, or market research software, is a strong plus and will accelerate your ramp.

🏖️ Avantages

• 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)