Account Executive, Enterprise – New Business

🔥 12 minutes ago

🗽 New York – Remote

🗽 New York – Remote

💵 $220k - $240k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

🧑‍💼 Account Executive

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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 net-new enterprise logo acquisition across a defined territory and target account list, carrying a new-business quota • Generate the majority of your own pipeline through outbound prospecting, strategic account research, and targeted, multi-channel outreach • Prospect into insights, innovation, R&D, and sensory leaders who have never heard of Highlight, and build the business case from the ground up • Run complex, multi-threaded sales cycles to a signed first contract, whether an initial project or an enterprise subscription • Build trusted relationships with executive sponsors and senior decision-makers, creating champions where you start with none • Lead sophisticated discovery to uncover strategic initiatives, workflows, and unmet needs across the full product innovation lifecycle • Position Highlight against incumbents, DIY tools, and the status quo, clearly articulating ROI, differentiation, and long-term value • Navigate procurement, legal, security, and executive approval to close first deals in net-new accounts • Forecast accurately and maintain pipeline rigor in CRM, with disciplined visibility into new-business deal progress and risk

🎯 Requirements

• 6–10+ years of full-cycle enterprise sales experience, with a track record of landing net-new logos, not only growing accounts handed to you • Proven success closing complex enterprise deals from a cold start, with the range and ambition to build six-figure relationships • A repeatable, self-sourced prospecting motion: you create demand in markets where you're not yet known and don't wait for inbound • Comfortable selling both initial projects and enterprise subscriptions, and able to land the first deal at whatever size opens the door • Strong ability to navigate complex buying committees and align multiple stakeholders around a shared vision • Confident selling a consultative, value-based solution against incumbents, DIY approaches, and the status quo • 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)