Account Executive, Enterprise - New Business

About the role 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. We're a fast-growing, early-stage company, and 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 AE on our new-business team, you'll 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. Success requires someone energized by blank territory: you find the opportunity, you create the demand, and you close. This is a highly collaborative role working closely with Marketing, Product, and Customer Enablement to ensure a strong start and long-term customer value. Your impact • 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 About you • 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) • Based on previous experience and skillset, the on-target-earnings for this position: $220,000 - $240,000 NOTE: This is an evergreen position, meaning we accept applications on a rolling basis as we grow our team. We may not have an immediate opening at the time you apply, but we're always looking to connect with great talent. If you don't hear from us right away, please know your application is on file and we'll reach out when a fitting opportunity opens up. We appreciate your interest and patience!