Enterprise Account Executive, US West

Arc XP•Washington, DC

2d•$144,480 - $268,320•Remote

About The Position

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.

Requirements

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.

Responsibilities

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.