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USA

Posted on: 12 March 2024

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Account Director, Expansion

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.

As a Strategic Account Director, you play a pivotal role as a trusted advisor to our strategic customers, driving business transformation and amplifying Highlight's impact. Your mission is to propel customer value realization, foster opportunity progression, and surpass expansion growth targets, all while maintaining a sharp focus on enhancing recurring revenue streams. Backed by a skilled cross-functional team, you'll chart the course for expansion strategy at the account level, ensuring our customers unlock unparalleled value from Highlight.

Your Impact

Spearhead and guide customer expansion efforts within your account base, meticulously managing a diverse portfolio of initiatives while nurturing robust relationships with internal and external stakeholders.
Implement Highlight's strategic account planning framework, ensuring alignment with organizational objectives and maximizing growth opportunities within your book of business.
Facilitate seamless communication between internal teams and strategic accounts, championing overall revenue growth and success.
Provide accurate forecasts of expansion sales outlooks and deliver detailed reports with actionable insights to leadership on a weekly basis.
Prioritize daily activities to drive expansion progress in existing strategic accounts, while supporting Customer Success and Account Executives in effectively expanding strategic accounts.
Collaborate closely with internal Engineering, Customer Success, and Product teams to address strategic account development needs and drive innovation.
Maintain regular communication with strategic expansion accounts, offering valuable insights, guidance, and training to drive organizational success.

About You

Possess 5-7 years of experience in Market Research with extensive customer-facing interaction.
Demonstrate a passion for cultivating long-term customer relationships and exceeding sales goals.
Showcase exceptional communication and presentation skills, coupled with strong organization and project planning abilities.
Exhibit adeptness in working with diverse customer profiles, from Procurement to CEO to R&D and Consumer Insights.
Possess the ability to establish strong rapport and credibility both externally and internally across the organization.
Excel in proactive communication, both written and verbal, and embrace collaboration and coaching to achieve collective success.

Benefits

Health insurance (medical, dental, vision) with 100% 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)
Compensation: OTE between $200,000 - $250,000

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.