Enterprise Account Executive, US West

Job Description

Join the future of news

We're on a mission to deliver riveting storytelling for all of America. At The Washington Post, you'll help reinvent news. Our work is driven by a deep investigative spirit and enhanced by innovation to bring audiences closer to the stories that matter most.

About Our Team

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.

Why This Role Matters

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.

What Motivates You

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.

The Post strives to provide its readers with high-quality, trustworthy news and information while constantly innovating. That mission is best served by a diverse, multi-generational workforce with varied life experiences and perspectives. All cultures and backgrounds are welcomed.