Enterprise Account Executive

About the role

You will own the end-to-end enterprise sales cycle from initial discovery to executive-level closed-won deals, shaping the future of Hightouch's product offering through deep client collaboration. You will drive both outbound prospecting and land-and-expand motions, building long-term relationships with decision-makers across marketing and data organizations. You will conduct discovery calls to uncover complex business needs and translate them into tailored solutions that demonstrate clear, measurable value. You will work in lockstep with cross-functional teams in Sales, Marketing, and Product to deliver a seamless customer experience from first touch to expansion. You will consistently meet or exceed demanding sales quotas and key performance indicators while upholding the highest standards of professionalism. You will bring an entrepreneurial mindset to a fast-paced startup environment, navigating ambiguity with urgency and adaptability. You will act as a trusted advisor, leveraging your expertise in martech and data ecosystems to influence enterprise buying committees. You will contribute to the success of a mission-driven team that values humility, kindness, and compassion as much as revenue results.

Key facts

What you'll do

Identify and qualify high-value enterprise accounts within the West Coast region, building a robust pipeline that aligns with company growth objectives.

Develop strategic account plans for target enterprises, outlining multi-threaded engagement strategies that span economic buyers and technical influencers.

Execute outbound prospecting campaigns using email, phone, and social channels to initiate conversations with C-level and VP-level stakeholders in the martech landscape.

Lead discovery sessions to deeply understand client business challenges, data infrastructure requirements, and desired outcomes before presenting solutions.

Collaborate with Sales Engineering and Product teams to build compelling, data-driven business cases that align Hightouch capabilities to client needs.

Articulate the total cost of ownership and ROI of Hightouch's composable CDP platform, highlighting how it drives campaign performance and operational efficiency.

Establish and maintain long-term relationships with client stakeholders, ensuring smooth onboarding, implementation, and ongoing value realization.

Drive expansion and renewal opportunities within existing accounts by identifying new use cases and championing platform adoption at scale.

Partner with Marketing to align go-to-market narratives, case studies, and battle cards that reinforce Hightouch as a leader in the Gartner Magic Quadrant.

Represent Hightouch at industry events, virtual sessions, and targeted meetups to elevate brand presence and generate new pipeline.

Maintain precise and up-to-date records in CRM, ensuring forecast accuracy, pipeline visibility, and timely follow-up on all opportunities.

Work closely with Customer Success to ensure smooth transitions from sale to adoption, reinforcing retention and expansion goals.

Track and report on key sales metrics, including pipeline velocity, win rates, and deal cycle length, to continuously refine the approach.

Adhere to Hightouch's code of ethics, compliance policies, and data security standards in every client interaction and internal process.

Contribute feedback from the field to product and marketing teams, helping shape roadmap priorities based on real enterprise demand.

Requirements

You must possess a Bachelor's degree or equivalent practical experience, demonstrating foundational knowledge in business, marketing, or a related field.

You must have a proven track record of selling enterprise software solutions, with at least five years of experience in B2B sales at a growing technology company.

You must have experience building and managing a pipeline of high-value enterprise accounts, with a history of consistently exceeding sales quotas.

You must have experience driving both outbound prospecting and land-and-expand strategies that result in multi-year contract wins.

You must have experience conducting discovery calls and translating client needs into tailored solution architectures that address complex business problems.

You must have experience collaborating with cross-functional teams, including Sales, Marketing, Product, and Customer Success, to deliver cohesive customer journeys.

You must have excellent verbal and written communication skills, capable of influencing executive stakeholders and articulating sophisticated value propositions.

You must be able to adapt to an ever-changing work environment, operating with a sense of urgency and comfort in ambiguity inherent to a high-growth startup.

You must be eligible to work in the United States without requiring current work authorization sponsorship, as Hightouch participates in E-Verify after hire.

You must be willing to sign Hightouch's standard offer letter, including acceptance of equity compensation terms, an ISO grant, and a 10-year post-termination exercise window.

Nice to have

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

Practical notes

This is a full-time role based in Remote (West Coast). E-Verify participation is required after hire. Employment is at-will. Equity compensation includes ISOs with a 10-year post-termination exercise window and early exercise availability.