Who We Are
Highlight is the definitive product intelligence platform enabling brands to create products people love. Powered by a proprietary community, seamless logistics, expert research methodologies, and AI-driven analytics, Highlight’s platform is purpose-built for modern physical product teams and trusted by leading brands, top retailers, and emerging innovators alike. The Highlight platform delivers high-impact insights with unmatched quality across every stage of the product innovation lifecycle—from early ideas and prototypes to in-market renovation—empowering teams to act quickly and bring winning products to market with confidence.
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.
Success on our sales team requires a strong bias toward action, comfort selling software solutions, and the ability to manage long-term customer relationships. This is a hybrid Account Executive role: you’ll be responsible not only for closing new business, but also for owning expansion and renewal revenue within your book of business. You’ll partner closely with Marketing, Product, and Customer Enablement to drive adoption, retention, and growth.
As a Mid-Market Account Executive, you’ll sell a configurable SaaS platform that enables brands to run faster, more scalable consumer research. If you thrive in fast-paced environments, enjoy consultative software selling, and want real ownership over revenue outcomes, this role is for you.
Your Impact
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
About You
3–5+ years of full-cycle SaaS sales experience, ideally in B2B software, data, or analytics platforms
Experience owning both new business and existing customer revenue (expansion, renewals, or account growth)
Proven track record of consistently meeting or exceeding quota in a software sales environment
Strong prospecting and pipeline management skills — you can create demand, not just respond to it
Comfortable selling platform value and long-term contracts, not one-off projects or services
Confident communicator with strong discovery, presentation, and negotiation skills
Self-starter mindset — adaptable, resourceful, and energized by ambiguity and growth-stage challenges
Benefits
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: $200,000 - $215,000
You don’t need to meet every qualification listed to apply—we value potential, curiosity, and diverse perspectives. At Highlight, we believe that innovation thrives when different experiences and ideas come together. We’re committed to building an inclusive team where individuals of all backgrounds - including but not limited to - race, age, gender identity and expression, sexual orientation, national origin, religion, disability, veteran status, and more—feel empowered to contribute and grow.
If you’re a critical thinker who’s not afraid to challenge assumptions, we’d love to hear from you. We’re a passionate, supportive team that puts Humans First, cares about each other, and yes—we take our tacos seriously. 🌮
