Washington Post

Enterprise Account Executive, US West

Washington Post$144K — $268K *
Enterprise Technology
8 - 10 years of experience
Job Overview by Ladders

Qualifications

  • 8+ years of B2B SaaS or enterprise software sales experience in a hunter capacity.
  • Proven track record in acquiring large enterprise clients.
  • Collaborative and adept at working with cross-functional teams.
  • Expertise in outbound prospecting and stakeholder management.
  • Demonstrated ability to navigate complex sales cycles with partners and agencies.
  • Exceptional communication and negotiation skills, effective with executive-level audiences.
  • Strong ability to articulate the value of complex platforms and technologies.
  • Bachelor's degree or equivalent experience; advanced degrees are preferred.
  • Experience in media technology or digital content sales.

Responsibilities

  • Identify and pursue new enterprise logos in assigned territories.
  • Execute outbound prospecting and generate a consistent pipeline of leads.
  • Develop and implement territory and account plans aligned with company strategy.
  • Conduct complete discovery, solution presentations, and tailored product demos.
  • Build compelling business cases and ROI models for a variety of stakeholders.
  • Collaborate with pre-sales engineers to meet complex requirements.
  • Lead the sales process from initial contact to contract signing.

Benefits

  • Competitive medical, dental, and vision coverage.
  • Company-paid pension and 401(k) match.
  • Three weeks of vacation and up to three weeks of paid sick leave.
  • 20 weeks of paid parental leave for new parents.
  • Robust mental health resources and caregiver support services.
  • Pet insurance and free digital subscription to the Post.
  • Leadership and career development opportunities.
Full Job Description
Job Description

This is a high-impact, new customer acquisition ("hunter") sales role focused exclusively on acquiring net new customers for Arc XP's AI-driven content platform for media (similar technologies are CMS, DXP and related CX technologies). The ideal candidate is a proactive, driven seller who thrives on prospecting, consultative engagement, and closing complex software deals from initial lead through to signed contract.

How You'll Support the Mission

The Skills and Experience You Bring
  • Identify, target, and aggressively pursue new enterprise logo opportunities across assigned territories and geographies.
  • Execute outbound prospecting, lead qualification, and pipeline generation to consistently exceed new business quotas.
  • Build and executive territory and account plans that align with regional GTM strategy
  • Run end-to-end discovery, solution presentations, product demonstrations, and commercial negotiations tailored to each new enterprise prospect.
  • Develop and demonstrate a deep understanding of our solution and industry, successfully positioning our solution against competitors and potential competing priorities and technologies
  • Partner and leverage our ecosystem relationships to generate opportunities, accelerate deals, and build compelling commercial offers
  • Build compelling business cases and ROI models for decision-makers spanning IT, Editorial, and C-suite stakeholders (can sometimes include marketing and product organizations).
  • Collaborate closely with pre-sales engineers and solutions SMEs to address complex requirements and demonstrate fit.
  • Drive the sales process from first contact to close, then ensure smooth handoff to Customer Success/Account Teams for onboarding.
  • Navigate enterprise procurement processes, legal negotiations, and executive-level decision-making
  • Maintain accurate forecasting, opportunity tracking, and sales activity documentation in CRM and other systems of record
  • Represent the company at industry events, tradeshows, and in targeted field marketing initiatives.


Qualifications
  • Minimum 8 years of above-quota B2B SaaS, DXP, CMS, or enterprise software/platform sales experience in a full-cycle new business (hunter) capacity.
  • Proven track record hunting and winning large enterprise logos, navigating lengthy and complex sales cycles.
  • Collaborative working style, and able to partner with and harness support from cross functional team members across the entire organization
  • Expert in outbound prospecting, multi-threading deals, and managing stakeholders in high-value opportunities.
  • Proven ability to orchestrate complex deals through SI partners, agencies, and technology ecosystems
  • Exceptional communication, negotiation, and solution-selling skills; trusted advisor to executive audiences.
  • Strong ability to articulate business value and technical benefits of complex platforms.
  • Bachelor's degree or equivalent experience; advanced degrees a plus.
  • Media technology, publishing, or digital content industry sales experience.
  • Experience selling into multinational, matrixed enterprise environments.
  • Familiarity with partner-led or indirect SaaS sales motions.
  • Competitive base plus uncapped commission.
  • Incentives for new logo acquisition and exceeding quota.
  • Premium benefits package and equity participation.
  • Opportunity to work with leading-edge SaaS media technologies.


Compensation and Benefits

Wherever you are in your life or career, The Washington Post offers comprehensive and inclusive benefits for every step of your journey:

  • Competitive medical, dental and vision coverage
  • Company-paid pension and 401(k) match
  • Three weeks of vacation and up to three weeks of paid sick leave
  • Nine paid holidays and two personal days
  • 20 weeks paid parental leave for any new parent
  • Robust mental health resources
  • Backup care and caregiver concierge services
  • Gender affirming services
  • Pet insurance
  • Free Post digital subscription
  • Leadership and career development program


Benefits may vary based on the job, full-time or part-time schedule, location, and collectively bargained status

The salary range for this position is:
$144,480 - $268,320 Annual

The actual salary within this range will depend on individual skills, experience, and qualifications as they relate to specific job requirements. This position may be eligible for a bonus or incentive program, and a member of the Talent Acquisition team will discuss bonus payment terms and conditions during the interview process.

About Washington Post

The Washington Post is an American daily newspaper published in Washington, D.C. It is the most-widely circulated newspaper within the Washington metropolitan area and has a large international audience. Daily broadsheet editions are printed for D.C., Maryland, and Virginia. The newspaper has won the Pulitzer Prize 65 times for its work, the second-most of any publication. It is considered a newspaper of record in the U.S. Post journalists have also received 18 Nieman Fellowships and 368 White House News Photographers Association awards. The paper is well known for its political reporting and is one of the few remaining American newspapers to operate foreign bureaus. The Post was founded in 1877. In its early years, it went through several owners and struggled both financially and editorially. Financier Eugene Meyer purchased it out of bankruptcy in 1933 and revived its health and reputation, work continued by his successors Katharine and Phil Graham, who bought out several rival publications. The Post's 1971 printing of the Pentagon Papers helped spur opposition to the Vietnam War. Subsequently, in the best-known episode in the newspaper's history, reporters Bob Woodward and Carl Bernstein led the American press's investigation into what became known as the Watergate scandal, which resulted in the 1974 resignation of President Richard Nixon. The advent of the internet expanded the Post's national and international reach. In October 2013, the Graham family sold the newspaper to Nash Holdings, a holding company owned by Jeff Bezos, for $250 million.
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