Job Description
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.
Arc XP’s mission is best served by a diverse, multi-generational workforce with varied life experiences and perspectives. All cultures and backgrounds are welcomed.
