About Highspot
Highspot is a software product development company and a recognized global leader in the sales enablement category, leveraging cutting-edge AI and GenAI technologies at the core of its robust Software-as-a-Service (SaaS) platform. Highspot is revolutionizing how millions of individuals work worldwide. Through its AI-powered platform, Highspot drives enterprise transformation to empower sales teams through intelligent content management, training, contextual guidance, customer engagement, meeting intelligence, and actionable analytics. The Highspot platform delivers advanced features tailored to business needs, in a modern design that sales and marketing executives appreciate and is the #1 rated sales enablement platform on G2 Crowd.
While headquartered in Seattle, Highspot has expanded its footprint across America, Canada, the UK, Germany, Australia, and now India, solidifying its presence in the Asia Pacific markets.
About The Role
We are looking for a seasoned leader to build a world-class Sales systems development team in our Hyderabad office. In this role, you will be a key member of the Revenue Operations Leadership team, partnering closely with Directors, Senior directors and VP of Revenue Operations of Highspot HQ, as well as the Chief Operating Officer of Highspot India. You will be responsible for ensuring efficient development and delivery of projects and enhancements for all revenue generating teams (Sales, Professional Services, Renewals, Customer Success and Finance) to accomplish key business outcomes around customer engagement, and driving revenue growth. The ideal candidate would be a master collaborator with a passion for working with revenue teams and their leaders to identify trends, communicate process changes, and continuously implement improvements.
In this role, you will lead a team of developers and administrators who focus on designing, developing, and implementing solutions at a global scale. Your main objective will be to deliver a world-class Sales and Service experience for our business. You will have a crucial role in guiding the technical roadmap, effectiveness, and success of Salesforce CRM implementation that fulfill the requirements of our business teams. Your focus will be on delivering high-quality solutions in a timely manner while promoting collaboration and innovation. Additionally, you will collaborate with a diverse team including Business Analysts and Program Managers, to align Salesforce with other systems and ensure its optimal performance in supporting our business objectives.
Highspot requires colleagues based out of Hyderabad to be in the office three days each week. This helps us build strong relationships and a vibrant, productive office culture. We have some flexibility for colleagues who work during US business hours.
About the Team
Highspot’s Customer Services Team is among the best SaaS Services organizations in the world. We pride ourselves on partnering closely with customers to unlock the full value of their Highspot Solutions. We’re responsive, courteous, and committed to the notion that “every customer problem is our problem.”
Responsibilities
- Build our Hyderabad team. We have aggressive goals for building out a flourishing Services hub in India. You’ll leverage your existing network and your stellar interviewing skills to recruit and hire a world-class team, including first line managers as well as individual contributors.
- Develop a High Performing, High Engagement Team and Culture. Coach and develop your direct reports (some of whom will be leading teams themselves) as well as individual contributors. Demonstrate very high emotional intelligence. Set and uphold the highest performance standards. Help colleagues “enjoy the ride,” one of our core guiding principles.
- Deliver Highest Levels of Customer Satisfaction and Value. Ensure that customers who work with your team are on an ever increasing value journey, benefiting from current and future functionality. Obsess about exceeding customer expectations and performance targets.
- Provide Customer Insight. Synthesize key themes from across the customer base and obsesses about creating the perfect customer experience. Serve as the executive sponsor for individual customers. Translates product features to customer impact. Guide your team through complex and difficult organizational issues across all customer segments.
- Manage and Drive Operational Excellence: Oversee the operational delivery of sales systems development projects, ensuring timelines are met, and processes run efficiently. Lead the implementation of a metrics framework to track capacity, performance, and delivery across the Hyderabad team using tools like Jira and Airtable.
- Partner effectively across functions. Act as an ally and partner to colleagues in sibling functions in India and across the globe - Product, Account Management, Marketing and others - making decisions that take broader perspective into account and providing insight into others’ decisions. Demonstrate a balanced, reasoned approach to conflict or differing priorities
- Cultivate the deep product knowledge that has to date been one of the hallmarks of the Services team. Gain deep knowledge, understanding, and experience with the Highspot product and how it is integrated with other systems in a customer environment. Provide training/guidance/best practices to customers and team.
Required Qualifications
- 10+ years of application development and delivery experience with enterprise and strategic customers
- 8+ years of leading high performing teams; experience managing managers is required Strong experience with SaaS products and Salesforce architecture
- Proven ability to work in matrixed, global teams, navigating complexities across geographies and time zones
- Familiarity with SaaS businesses, metrics, goals, challenges
- Proven strong executive leadership and decision making abilities
- Strong communication skills, ability to articulate and sell a vision internally and externally
- Strong execution skills and the ability to drive action and accountability
- Proven track record of hiring, developing and managing world-class talent
- Track record of framing organizational design around an ever-expanding global team
- Extensive experience driving software solutions involving many stakeholders and delivering results on time with high quality.
- Ability to communicate directly to the product and technical teams: share insights into root causes of customer discontent, advocate for features/functionality to eliminate churn, drive customer satisfaction
- Experience delivering sales efficiencies by delivering scalable solutions on Salesforce platform and ecosystem.. Working Knowledge of Salesforce CRM architecture and administration
- Entrepreneurial spirit and mindset, a focus on possibilities and not obstacles
- Proven ability to navigate ambiguity and change
- Proven track record of defining and optimizing processes
- Experience working part of a Global services organization across Geos is preferred
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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.
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