[Remote] Account Executive, Enterprise - Growth & Retention

Note: The job is a remote job and is open to candidates in USA. Highlight is a product intelligence platform that empowers brands to create products people love. They are seeking an experienced Enterprise Account Executive to manage high-value enterprise relationships, focusing on growth and retention while ensuring customer success and revenue generation.

Responsibilities

• 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

Skills

• 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)

Company Overview