Enterprise account executive · Mountain West
Earn attention. Create pipeline. Close the right business.
My first 90 days at Hightouch would turn a broad Mountain West territory into a focused operating system: map the accounts with the highest customer-data pain, create executive access, run disciplined discovery, and advance the few pursuits where Hightouch can produce measurable business value.
Hightouch wins when customer data stops being trapped in the warehouse and starts driving better decisions across marketing, growth, and revenue. My job is to connect that technical possibility to an urgent executive outcome—and make the buying path simple enough to act on.
Map the whitespace
Rank the territory by ICP fit, data complexity, local proximity, relationship leverage, and evidence quality.
Create the conversation
Lead with an account-specific hypothesis, multi-thread the buying group, and turn outbound into relevant discovery.
Make the close inevitable
Connect pain to measurable outcomes, prove value with the right pilot, and align every stakeholder to the next commitment.
Accounts to map
102
Relationships to activate
10 of 102
Plan completed
0%
Execution state
0/14
Days 1–30 · Learn, map & earn the right
Build Hightouch fluency, turn territory data into a point of view, and start relevant conversations.
Exit: ranked account map, product fluency, first meetings, and a manager-aligned attack plan.
Learn
Complete Hightouch product certification path; build personal demo environments for the three core use-case stories (suppression, lifecycle, GTM enrichment).
Territory intelligence pass: validate every hypothesis in this app's account dossiers against discovery-grade research; retire or confirm each one.
Process
Master the internal stack: Salesforce hygiene standards, qualification methodology, mutual-action-plan templates, and deal-desk process.
Relationships
Shadow 5+ customer calls across segments; interview the 3 top-performing AEs on what actually closes.
Activate the Utah field advantage: Silicon Slopes events, SLC data-community meetups, one Logan (Cache Valley) trip.
Pipeline
Launch first outbound sequences to the highest-ranked Tier-1 targets using the account-specific angles in this plan.
Days 31–60 · Create pipeline & validate
Convert access into discovery, quantified pain, buying-group coverage, and customer-backed next steps.
Exit: qualified pursuits with a problem worth solving, a champion path, technical truth, and a mutual plan.
Pipeline
Full territory coverage: every named account sequenced with persona-specific messaging; second-channel touches (calls, LinkedIn) layered on non-responders.
Re-score the target list using validated discovery, engagement and warehouse signals; add qualified adjacent accounts.
Deal motion
Process
Build first customer-facing action plans for validated pursuits; engage SE resources early on architecture, security, and pilot design.
Days 61–90 · Progress, prove & set up the close
Advance the strongest pursuits through proof, security, procurement, and executive alignment.
Exit: customer-confirmed validation plans, clear paper process, defensible commitments, and a Q2 expansion map.
Deal motion
Process
Run the first full pursuit inspection with defensible customer commitments, committee coverage, technical truth, and Salesforce hygiene.
Pipeline
Referral and community flywheel: convert early conversations into intros; publish one territory POV piece for local data/GTM community.
Learn
90-day retro with leadership: what the territory taught us; updated account tiers and next-quarter plan.
The deal progression system
Every pursuit should have a visible reason to advance. I use this sequence to keep discovery, technical validation, executive alignment, and close work connected instead of treating them as disconnected meetings.
Map
Know why this account, why now, who owns the problem, and what evidence would change the ranking.
Earn access
Use a sharp point of view, warm paths, local presence, and disciplined multi-channel outreach to create the first meeting.
Diagnose
Run executive discovery around business impact, current workflow, data reality, decision process, and measurable outcomes.
Align
Build committee coverage, validate the champion, engage technical and security partners, and document a mutual action plan.
Prove
Scope a narrow pilot with a baseline, success threshold, owner, timeline, and readout that earns the next investment.
Close + expand
Resolve paper process and executive risk, secure the decision, then turn the first use case into durable account growth.
Validation workstreams — before the first pilot
Pilot proof
Audience, destination, baseline, control or holdout, success threshold, owner, launch date, and readout.
Security & privacy
Residency, PII and consent, private networking, retention, RBAC, audit needs, and the customer owner.
Technical truth
Warehouse, identity model, event sources, destinations, latency needs, custom requirements, and failure handling.
Execution state is stored locally · Salesforce remains the system of record for opportunities
Deal progression meetings — a repeatable week
Before the call
Write the meeting outcome, current hypothesis, known gaps, target stakeholder, and the customer commitment needed to advance.
During the call
Stay in discovery long enough to quantify the problem, test decision criteria, and earn the right to define the next step together.
After the call
Log evidence, update the account plan, send the mutual next step, and raise the internal ask while context is still fresh.
The Utah advantage runs through everything: this is a territory where an AE can be in an account's lobby, a community event, or a customer's operating environment the same week they research it. I treat in-person presence as infrastructure, not garnish.
Beyond day 90 — compound the territory
Day 90 is not the finish line. It is the point where the territory should have enough evidence, customer language, and internal trust to move faster without losing rigor.
Days 91–180
Convert proof into a repeatable motion
Turn early pilots and customer language into sharper plays for the highest-potential verticals, then use wins and referrals to lower the cost of access.
Second half
Expand the footprint
Multi-thread successful accounts into adjacent teams and workflows, build executive relationships, and create a territory-level expansion map.
Year one
Make the Mountain West compound
Leave the territory with a durable network, a qualified next-quarter pipeline, repeatable discovery patterns, and customers who will advocate for the work.
Local work state tracks research, validation, committee coverage, pilot criteria, and next commitments. Salesforce remains the source of truth for opportunity stages, amounts, close dates, and forecasts.
Open account list