Enterprise Account Executive

Who We Are 

30,000 products are launched every year, and 90% of them fail. Highlight is the first and only end-to-end agile product testing platform, enabling the efficient collection of scaled product performance data. Brands like Nestle, P&G, and Estee Lauder rely on Highlight for competitive benchmarking, pre-launch formulation testing, in-market product renovation, and more, to optimize product success. Highlight, launched in 2021, has seen runaway growth and scale, having tested hundreds of products at a fraction of the time and cost of traditional analog methods, and becoming the dominant SaaS platform in the product testing space. Highlight is a woman-owned, minority-owned startup on a mission to create better products for people and the planet. We’re a diverse and collaborative team committed to fostering an environment of innovation, impact, and growth.

Highlight is looking for talented and energetic individuals who are motivated and driven. We are a fast-paced, rapid-growth early stage start-up changing how brands test physical products.  Success on our sales team hinges on a propensity for action and productive collaboration with the full sales and marketing teams. The Enterprise Account Executive is responsible for building Enterprise level customer relationships all across the US market.

Individuals who excel at this job have the ability to prospect, develop, and close business within a timely manner while focusing on the customer's requirements. The Enterprise AE’s must have the confidence and ability to negotiate and close agreements with customers and work hand in hand with our customer enablement team to ensure new customers have a seamless transition from contract signature to on-boarding.

• Own the full sales process—from prospecting to closing enterprise-level accounts.
• Build trusted, long-term relationships with executive decision-makers at Fortune 500 brands.
• Exceed revenue targets, driving consistent pipeline growth and deal execution.
• Lead high-impact sales presentations and product demos with C-suite buyers and key stakeholders.
• Navigate complex procurement processes with precision and patience.
• Collaborate cross-functionally with marketing, product, and customer enablement to ensure seamless customer transitions and long-term success.

• 6-10+ years of full-cycle SaaS sales experience, selling to enterprise customers.
• Proven success in hitting or exceeding $1M+ in ARR quotas annually.
• Experience leading high-value, multi-stakeholder sales processes from start to finish.
• Confidence in selling a solution-based, consultative approach in a competitive landscape.
• Excellent presentation, negotiation, and relationship management skills.
• A self-motivated, high-energy attitude with a strong bias for action.

• 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: $225,000 - $240,000

You do not need to match every listed expectation to apply for this position. At Highlight, we know that diverse perspectives foster the innovation we need to be successful. We are committed to building a team that comes from a wide range of backgrounds - including but not limited to - race, age, sexual orientation, gender identity and expression, national origin, religion, disability, and veteran status. If you’re someone who can think rigorously and isn’t afraid to challenge assumptions, join us.

We've built a world-class team with decades of experience in the space. We’ve encountered the problems we’re trying to solve first hand and care deeply about making better products. We’ve been fortunate to raise a seed round from First Round Capital as well as experienced angels and insiders to help us further our mission. We’re also a passionate, capable, and empathetic team who live by our Humans First value. We have fun, we care about one another, and we’re all in on tacos.