Account Executive, Enterprise - New Business

Highlight is looking for an experienced, strategic Enterprise Account Executive to win net-new enterprise logos and establish Highlight inside brands that don’t yet know us. This role is the tip of the spear for enterprise growth: a true hunter who creates pipeline where none exists and closes complex first deals with some of the world’s most recognizable brands.

As an Enterprise Account Executive on our new-business team, you will prospect into insights, innovation, R&D, and sensory leaders from a cold start, build the case for Highlight against incumbents and the status quo, and navigate long, multi-stakeholder buying cycles to a signed first contract, whether that’s an initial project or an enterprise subscription. Once you’ve landed an account, you’ll set it up for long-term success and hand it to our strategic accounts team to grow.

This is a highly collaborative role working closely with Marketing, Product, and Customer Enablement to ensure a strong start and long-term customer value.

Responsibilities will include:

• 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

You’re a great fit if you:

• Have 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
• Have proven success closing complex enterprise deals from a cold start, with the range and ambition to build six-figure relationships
• Have a repeatable, self-sourced prospecting motion: you create demand in markets where you’re not yet known and don’t wait for inbound
• Are comfortable selling both initial projects and enterprise subscriptions, and able to land the first deal at whatever size opens the door
• Have strong ability to navigate complex buying committees and align multiple stakeholders around a shared vision
• Are confident selling a consultative, value-based solution against incumbents, DIY approaches, and the status quo
• Have exceptional executive presence with strong presentation, negotiation, and relationship-management skills
• Are highly self-motivated with a bias toward action, accountability, and ownership in fast-moving environments
• Have background selling into CPG, retail, or consumer brands, or experience selling data, analytics, or market research software (a strong plus)

Total Compensation

The on-target earnings for this position are $220,000 - $240,000, based on experience and skillset.

Additional benefits include:

• 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 (optional)