Enterprise Account Executive

About the role

You will own the end-to-end sales cycle for strategic enterprise clients, driving revenue growth and market expansion from initial discovery to closed-won deals and multi-year expansions. You will act as the primary commercial leader for Hightouch, shaping the narrative of our Composable CDP and Agentic Marketing Platform with C-suite stakeholders in key verticals. You will leverage deep product expertise to architect tailored solutions that align our technology with complex business objectives. This role demands ownership of the full sales pipeline, from identifying new opportunities to navigating long, high-stakes sales cycles with enterprise rigor. You will collaborate tightly with customer success and implementation teams to ensure seamless onboarding and adoption, reinforcing long-term retention. You will analyze market trends and competitive landscapes to refine positioning and messaging for maximum impact. You will mentor junior team members by exemplifying best practices in enterprise selling and data-driven decision-making.

Key facts

What you'll do

Identify and qualify high-value enterprise opportunities within target accounts, building a robust pipeline that drives consistent revenue forecasting.

Conduct in-depth discovery sessions with stakeholders to uncover business pain points and translate them into compelling value propositions for our Composable CDP platform.

Develop and execute account-specific go-to-market strategies that align with buying committee dynamics and enterprise decision-making processes.

Leverage data and analytics to prioritize leads, optimize sales motions, and demonstrate clear ROI to prospects considering our composable infrastructure.

Collaborate with Solutions Engineering and Product teams to build live demonstrations and proof-of-concept initiatives that de-risk the adoption of new marketing technology.

Own the negotiation and closing of complex enterprise contracts, ensuring terms align with both commercial objectives and legal compliance standards.

Partner with Customer Success to design expansion playbooks that identify upsell and cross-sent opportunities within existing client portfolios.

Maintain precise forecasting and pipeline management using CRM tools to provide transparent visibility into revenue performance to leadership.

Represent Hightouch at industry events, virtual summits, and executive briefings to strengthen brand presence and generate inbound interest.

Continuously refine sales methodologies based on feedback from customer interactions, market shifts, and competitive intelligence.

Champion the adoption of AI-driven marketing capabilities within client workflows, showcasing how data and automation drive measurable efficiency gains.

Build and maintain trusted relationships with key influencers, procurement teams, and technical evaluators across global enterprise organizations.

Document sales playbooks and best practices to enable scalable growth within the enterprise segment and support replication in new markets.

Mentor emerging sales professionals by providing coaching on enterprise selling techniques, negotiation tactics, and data-led storytelling.

Requirements

You possess a Bachelor's degree or equivalent practical experience, though advanced credentials may substitute in lieu of formal education.

You bring a minimum of eight years of progressive experience in enterprise software sales, with a proven history of managing complex, multi-stakeholder deals.

You have deep experience selling into highly regulated industries such as finance, healthcare, or technology where compliance and risk mitigation are critical.

You demonstrate mastery in building and sustaining C-level relationships, influencing without authority and navigating sophisticated buying committees.

You have hands-on experience with martech, CDPs, data platforms, or customer analytics ecosystems, understanding how technology drives business transformation.

You show a consistent track record of exceeding quota attainment, with demonstrable success in land-and-expand strategies that generate long-term account value.

You are fluent in consultative selling methodologies, including SPIN selling, Challenger Sale, or similar frameworks that emphasize insight-led conversations.

You comply with all legal, regulatory, and policy requirements related to data privacy, security, and export controls in the jurisdictions where you operate.

Nice to have

A deep understanding of the martech and/or data ecosystem and how businesses use these technologies to drive growth.

Practical notes

E-Verify Statement

Hightouch participates in E-Verify. After you join the team, we'll verify your eligibility to work in the U.S. by submitting information from your Form I-9 to the Social Security Administration and, if needed, the Department of Homeland Security. This process happens post-hire only - we never use E-Verify to pre-screen applicants.

E-Verify Notice

E-Verify Notice (Spanish)

Right to Work Notice

Right to Work Notice (Spanish)