Account Executive, Mid Market

Highlight is looking for a driven, commercially minded Mid-Market Account Executive to help scale our SaaS platform and redefine how brands test and learn about physical products.

Responsibilities will include:

• Own the full customer revenue lifecycle: new business acquisition, renewals, and expansion within existing accounts
• Prospect, qualify, demo, negotiate, and close mid-market SaaS deals across a defined territory
• Position Highlight as a software platform, clearly articulating product value, ROI, and differentiation versus services-led alternatives
• Drive consistent revenue growth by meeting or exceeding new business, expansion, and renewal targets
• Run discovery conversations to understand customer workflows, pain points, and use cases, then map them to platform capabilities
• Lead compelling product demos and commercial conversations with stakeholders across research, product, and insights teams
• Partner cross-functionally with Customer Enablement to support onboarding, adoption, and long-term account health
• Forecast accurately, manage pipeline in CRM, and navigate multi-threaded, mid-market sales cycles with confidence

You’re a great fit if you:

• Have 3–5+ years of full-cycle SaaS sales experience, ideally in B2B software, data, or analytics platforms
• Have experience owning both new business and existing customer revenue (expansion, renewals, or account growth)
• Have a proven track record of consistently meeting or exceeding quota in a software sales environment
• Possess strong prospecting and pipeline management skills — you can create demand, not just respond to it
• Are comfortable selling platform value and long-term contracts, not one-off projects or services
• Are a confident communicator with strong discovery, presentation, and negotiation skills
• Have a self-starter mindset — adaptable, resourceful, and energized by ambiguity and growth-stage challenges

Total Compensation

The on-target earnings for this position are $200,000 - $215,000, based on experience and skillset.

Additional benefits include:

• Health insurance (medical, dental, vision) with 100% of employee premiums covered
• Unlimited PTO
• Flexible, remote WFH culture
• Access to Hearst Tower facilities in NYC (optional)