Director, Senior Pricing and Partner Ecosystem

About Highspot

Highspot is pioneering the category that is fundamentally changing the way companies increase sales productivity. On a mission to transform the way millions of people work with sales enablement, Highspot is committed to building breakthrough software with a spark of magic. We believe a great place to work is about more than the work – it’s about what the company stands for, and how it authentically represents its values in the real world. To this end, we have put intentional focus on creating equitable workspaces for each of our employees. Our goal is to create a culture where everyone feels a deep sense of belonging and is empowered to be an agent of change, with the ability to transform themselves, their workplace, and their world.

About The Role

In this role, you will be joining the product marketing team reporting to the VP of Product Marketing. You will own two significant levers of revenue growth for the business - scaling our Partnership GTM and Pricing & Packaging. As a key leader of our Partnerships GTM strategy, you will be responsible for scaling our strategic partnerships and embedding them into our overall GTM for optimal impact to the business. You will partner closely with our Partnerships & Alliances team, our Sales team, Enablement, and the rest of Marketing to build the joint value propositions, the assets, and the GTM initiatives / plays that bring to life our partnerships and drive differentiated value for our customers. You will lead initiatives to enable our partners on new messaging, product roadmap, and business priorities so that we can effectively execute as one team. We have the most vibrant partner ecosystem and marketplace in the industry, ensuring that our customers can truly embed enablement into how their organizations work. This is a huge opportunity to help our customers drive the actions and behavior change they need for business impact, and to drive exponential growth for Highspot. In leading our pricing and packaging strategy, you will have the opportunity to impact Highspot growth dramatically. You will be responsible for establishing a clear process and set of principles to inform packaging and pricing decisions. You will also stay close to how existing pricing and packaging is aligning to customer value, and make optimizations as needed, in partnership with the rest of the product marketing team and revenue leaders across the organization.

What You'll Do

• Define GTM initiatives/plays, in partnership with Sales, Partner, Enablement and the rest of marketing, and in conjunction with our top technology and strategic partners.
• Build out the partner GTM assets, include joint value propositions, sales decks, brochures, and demos.
• Be directly responsible for the impact of partner GTM initiatives / plays on revenue goals, and optimize strategies and tactics accordingly.
• Ensure our partners are equipped with the latest and greatest Highspot messaging and roadmaps.
• Ensure our frontline revenue organization understands the opportunity with partners and how to land the joint value with their customers and prospects.
• Establish a process, with principles, for new pricing and packaging decisions, as well as revisiting existing pricing/packaging.
• Research and conduct analyses, get feedback from key stakeholders, and present recommendations.
• Monitor ongoing revenue attainment and identify opportunities for new approaches and optimizations.

Your Background

• You have 12-14 years of product marketing experience, including shipping new products, working with partners, and making pricing/packaging decisions.
• You are passionate about product marketing and driving predictable revenue growth for the organization through GTM initiatives and scale programs.
• You are exceptional at taking ideas and ambiguous data, defining the right outcome, and then mapping the right strategy and roadmap to get there.
• You can communicate and articulate the vision and strategy to execs, team members and customers.
• You excel at cross group collaboration, specifically working with marketing, revenue, and finance stakeholders..
• You are a strong communicator and can lead teams through difficult decisions.
• You have strong data skills in quantitative analytics and qualitative research.

Base salary range: $180,000 - $270,435

Employees may also be eligible for bonuses, stock options, and other forms of compensation.

The above represents total expected compensation for this role. Actual compensation will depend on various job-related factors, including, but not limited to, location, experience, and job qualifications.

Highspot also offers the following employee benefits for this position:

-Comprehensive medical, dental, vision, disability, and life benefits

-Health Savings Account (HSA) with employer contribution

-401(k) Matching with immediate vesting on employer match

-Flexible PTO

-8 paid holidays and 5 paid days for Annual Holiday Week

-Quarterly Recharge Fridays (paid days off for mental health recharge)

-18 weeks paid parental leave

-Access to Coaches and Therapists through Modern Health

-2 volunteer days per year

-Commuting benefits

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Equal Opportunity Statement

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of age, ancestry, citizenship, color, ethnicity, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or invisible disability status, political affiliation, veteran status, race, religion, or sexual orientation.

Did you read the requirements as a checklist and not tick every box? Don't rule yourself out! If this role resonates with you, hit the ‘apply’ button.