Account Executive, Enterprise – Growth & Retention

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Highlight

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2020

🤝 B2B

☁️ SaaS

💰 $18M Series A - Highlight on 2023-08

B2B • SaaS

Highlight is a product research platform that helps consumer-packaged-goods (CPG) teams run rapid, end-to-end product tests (in-home usage tests, concept testing, claims and sensory testing, package testing, competitive benchmarking, etc. ). The platform combines a guided survey builder, pre-vetted audience/community panel, turnkey logistics (recruiting and shipping), AI-powered analysis, and expert review to deliver decision-ready consumer insights in days. Highlight targets product and innovation teams at brands across categories (food & beverage, personal care, household goods, apparel, pet care, alcohol/NA) and emphasizes fast turnaround, high completion rates, and turnkey study execution.

📋 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

🎯 Requirements

• 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.

🏖️ 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)