Companies that use Highspot

Source: Analysis of Linkedin bios of 2,145 companies that use Highspot

I noticed that Highspot's typical customers are incredibly diverse in what they build and sell, but they share a common thread: complexity at scale. These aren't simple businesses. They're companies managing intricate operations across global markets, whether that's TechnipFMC delivering "fully integrated projects, products, and services" to the energy industry, Vanderlande providing "future-proof logistic process automation," or Proofpoint securing how "people, data and AI agents connect across email, cloud and collaboration tools." Many are B2B technology and services firms, financial services companies, or manufacturers with sophisticated product portfolios requiring deep sales expertise.

These are overwhelmingly mature, established enterprises. The employee counts tell the story: I see many organizations with 1,000 to 10,000-plus employees, substantial revenue figures, and decades of operating history. Even the smaller headcount companies often mention serving Fortune 500 clients or processing billions in transactions. The funding stages range from post-IPO to private equity backed, signaling financial maturity and scale.

A salesperson should understand that Highspot's customers face a specific challenge: they have complex solutions that require skilled selling, often with lengthy sales cycles and multiple stakeholders. Their sales teams need sophisticated enablement because they're not selling commodities. They're selling expertise, transformation, and strategic value. These organizations have the budget and organizational maturity to invest in enterprise sales enablement, and they need it because their go-to-market motion is inherently complex.

Source: Analysis of 100 job postings that mention Highspot

I noticed that Highspot buyers are overwhelmingly sales and revenue enablement leaders, with Director-level roles making up 29% of positions, followed by revenue-focused directors at 10% and heads of enablement at 9%. These leaders sit at the intersection of sales operations, marketing, and training, and they're hiring to solve a consistent problem: scaling GTM effectiveness as organizations grow. Their strategic priorities center on reducing ramp time, improving win rates, and creating repeatable processes that work across global teams.

The day-to-day users are enablement specialists, sales operations managers, and GTM business partners who use Highspot as their central content management and training delivery system. I saw consistent mentions of using the platform alongside tools like Salesforce, Gong, Clari, and LMS platforms to deliver onboarding programs, maintain sales playbooks, distribute competitive intelligence, and track content effectiveness. These practitioners are building certification programs, managing product launch materials, and ensuring sales teams can find the right asset at the right moment in the sales cycle.

The core pain point emerging across these postings is the need to create structure in high-growth chaos. Companies repeatedly mention wanting to "accelerate ramp time," "drive consistent execution," and "scale enablement programs globally." One posting emphasized the need for "scalable, repeatable" programs, while another sought someone who could "translate complex product capabilities into crisp field-ready narratives." A third highlighted the goal of providing "the right content at the right time." These phrases reveal organizations struggling with information overload and inconsistent seller performance as they expand.

Source: Analysis of tech stacks from 2,145 companies that use Highspot

I noticed these companies are building sophisticated sales enablement engines. The combination of Highspot with tools like Mindtickle, Gainsight, and Drift Premium tells me these are B2B companies with complex sales cycles that require extensive rep training, customer success orchestration, and real-time engagement. They're not just selling software. They're managing enterprise relationships that demand coordination across multiple teams and touchpoints.

The pairing of Highspot with Mindtickle makes perfect sense because you need both content management and sales training to work together. Reps learn on Mindtickle, then apply that knowledge using Highspot's content during actual deals. The presence of Qualified alongside Highspot is equally telling. These companies are routing high-intent website visitors directly to sales reps who need immediate access to the right pitch materials and case studies. Meanwhile, Gainsight integration suggests they're thinking about the full customer lifecycle. They're not just closing deals, they're using the same content strategy to drive expansion and renewals.

My analysis shows these are sales-led organizations at the growth or scale stage. The presence of Adobe Audience Manager indicates they have marketing budgets large enough to run sophisticated targeting campaigns, while Golinks suggests they've reached a company size where information retrieval becomes a real productivity problem. These aren't early-stage startups figuring out product-market fit. They're companies with proven sales motions that are now investing heavily in process, training, and efficiency.

A salesperson approaching Highspot prospects should understand they're talking to revenue operations leaders who think systematically about the entire go-to-market stack. These buyers aren't looking for point solutions. They want tools that integrate with their existing Gainsight, Mindtickle, and conversational marketing platforms. They measure success in rep productivity, deal velocity, and revenue per seller.