Highlight

• Own the full enterprise revenue lifecycle: new logo acquisition, contract renewals, and expansion within existing accounts • Prospect and close complex enterprise SaaS deals across a defined territory and target account list • Build deep, trusted relationships with executive sponsors and senior decision-makers at large enterprise organizations • Lead sophisticated discovery conversations to uncover strategic initiatives, workflows, and long-term platform needs • Position Highlight as a scalable enterprise software platform, clearly articulating ROI, differentiation, and long-term value • Manage multi-stakeholder, multi-threaded sales cycles involving procurement, legal, security, and executive leadership • Drive consistent ARR growth by meeting or exceeding enterprise quota targets across new business, expansion, and renewals • Partner closely with Customer Enablement to support onboarding, adoption, renewals, and account growth • Forecast accurately, maintain pipeline rigor in CRM, and provide visibility into deal progress and risk

• Define and evolve Highlight’s product positioning and market narrative • Translate complex product capabilities into clear customer value • Develop messaging frameworks for core ICPs and buyer personas • Maintain competitive positioning and differentiation in the market • Lead messaging and go-to-market planning for product launches and feature releases • Partner with Product and Demand Generation to ensure new capabilities are successfully introduced to the market • Develop launch plans that align across Sales, Marketing, and Customer Success • Own and continuously evolve Highlight’s core pitch narrative • Develop sales enablement materials, including Sales decks, Competitive battlecards, Objection handling frameworks and Use case messaging • Work closely with the Revenue team to refine messaging based on real sales conversations • Map messaging and content across the full customer journey • Translate customer insights, feedback, and research into compelling stories and positioning • Help the organization better understand how customers evaluate and purchase Highlight • Develop case studies, customer stories, and outcome-driven narratives • Turn product insights and research outcomes into clear value messaging • Support thought leadership and educational initiatives that position Highlight as a category leader

• Own net-new pipeline generation across inbound, outbound, paid, organic, and event-driven channels, with accountability for pipeline quality and conversion. • Build a predictable, repeatable pipeline engine focused on Tier 1 ICP accounts and high-value enterprise opportunities. • Develop signal-based targeting strategies leveraging intent data, hiring signals, funding activity, and other buying triggers. • Track and optimize full-funnel performance from early pipeline stages through Closed Won, ensuring demand efforts drive real revenue outcomes. • Hire, coach, and manage the BDR team responsible for outbound pipeline creation and daily prospecting execution. • Design structured outbound cadences and prospecting systems that combine disciplined BDR activity with AI-assisted research and personalization. • Architect and implement AI-enabled workflows for prospect research, messaging generation, targeting, and campaign execution. • Partner closely with Product Marketing and Sales leadership to align messaging, campaigns, and pipeline strategy with enterprise opportunities. • Establish strong operational rigor through HubSpot reporting, attribution modeling, and regular pipeline inspection with revenue leadership. • Continuously iterate on demand generation strategies, channels, and messaging to improve conversion rates, pipeline velocity, and overall revenue impact.

• Own the full sales cycle—prospect, demo, negotiate, and close new business. • Build and maintain relationships with mid-market brands, becoming their go-to expert on consumer research. • Drive revenue growth by hitting and exceeding quota on a quarterly and annual basis. • Lead engaging sales presentations and platform demos with confidence. • Work cross-functionally with marketing, customer enablement, and product to ensure seamless onboarding for new customers. • Navigate complex sales processes with a solution-oriented mindset.