Serve as the primary technical contact for mid-to-upper-market customers, driving adoption of Highspot's platform and AI features. Provide hands-on technical guidance, integrations support (SSO, CRM, REST APIs), analyze platform analytics into business outcomes, lead customer meetings, partner with cross-functional teams, and identify product and process improvements to drive retention and expansion.

Drive full sales cycle for mid-market accounts: generate pipeline, qualify opportunities, demo, negotiate, and close deals. Partner with Customer Success, Sales Engineers, and others to drive value realization and expansions. Maintain accurate forecasts and CRM data, use MEDDPICC to qualify deals, and consistently meet or exceed ARR quota while building multi-threaded relationships across accounts.