Enterprise New Business Sales – Arc XP

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The Washington Post is powered by the passion and talent of our people. It takes all of us to reinvent news. Beyond our award-winning Newsroom and Opinions teams, we work across many departments, including Brand & Events, Communications, Customer Care, Engineering & Product, Finance, Human Resources, Legal, Marketing & Advertising, Print Operations, and Sales.

Role Overview

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.

Core 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.

Required Skills and Experience

• 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.

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.

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