Account Executive, Enterprise - Growth & Retention

About the role

Highlight is looking for an experienced, strategic Enterprise Account Executive to grow and retain our most important enterprise relationships. We're a fast-growing, early-stage company, and this role owns a portfolio of existing high-value accounts with full responsibility for the customer's success and the revenue that follows from it. 

As an Enterprise AE working on growth and retention of our strategic accounts, you'll be the trusted senior partner to insights, innovation, R&D, and sensory leaders at some of the world's most recognizable brands: deepening adoption, driving measurable value, and owning renewals so they're earned through results rather than saved at the deadline. You'll also bring a hunter's mentality to a book you already own, never waiting for expansion to surface but actively working the next door inside the account: new teams, new use cases, new budget holders. 

Success requires equal parts relationship stewardship and commercial hunting: you keep customers for the long term and you go find the next opportunity within. This is a highly collaborative role working closely with Marketing, Product, and Customer Enablement to ensure long-term customer value, adoption, and retention.

Your impact

• 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

About you

• 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)
• 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!