[Remote] Enterprise New Business Sales – Arc XP at The Washington Post

United Kingdom

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Not SpecifiedCompensation

Mid-level (3 to 4 years), Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

media, publishing, technologyIndustries

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, 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
Preferred
Media technology, publishing, or digital content industry sales experience
Professional proficiency in French and/or German
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 execute 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

Skills

enterprise sales

prospecting

lead qualification

pipeline generation

territory planning

GTM strategy

discovery

solution presentations

product demonstrations

commercial negotiations

ROI modeling

CRM

sales forecasting

The Washington Post

About The Washington Post

None, NoneHeadquarters

1877Year Founded

ACQUISITIONCompany Stage

1,001-5,000Employees

Benefits

Health Insurance

Dental Insurance

Vision Insurance

401(k) Company Match

Paid Vacation

Paid Sick Leave

Paid Holidays

Parental Leave

Mental Health Support

Pet Insurance

Professional Development Budget

Risks

Job cuts due to declining online readership indicate potential financial instability.

Panera partnership may not yield expected subscription increases, based on industry trends.

Scott Vance's promotion could lead to internal restructuring challenges affecting morale.

Differentiation

The Post partners with Panera Bread for unique digital subscription offers.

'Style Sessions' collaboration enhances cultural influence and attracts diverse audiences.

'The Post Roast' collaboration with Compass Coffee creates a unique brand experience.

Upsides

Panera partnership could boost digital subscriptions and readership.

'Style Sessions' may attract arts and lifestyle enthusiasts, enhancing cultural influence.

Scott Vance's promotion may align editorial strategy with media consumption trends.

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