Job DescriptionThis 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 MissionThe 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 BenefitsWherever 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.