Account Executive

ADP, Inc.; Reston (VA); Hybrid; USD 125,000 - 140,000; Full time

Benefits offered by this job

Hybrid work model

Job summary

Brightspot is seeking an Enterprise Account Executive to own the complete sales process from prospecting to contract for some of the world’s largest organizations.

This hunter role focuses on acquiring new enterprise customers and expanding them into multi-division, multi-product relationships, partnering with Solutions Engineering, Product, Delivery and Executive Leadership. Office-based in Reston with travel as needed.

Qualifications

• 5+ years of enterprise software and consultative sales experience.
• Experience selling complex SaaS or platform solutions to enterprise organizations.
• Track record of self-sourcing the majority of closed business.
• Experience closing ARR $100K - $1M+.
• History of meeting or exceeding enterprise quotas.
• Experience managing multi-stakeholder enterprise buying cycles.

Responsibilities

• Own full enterprise sales cycle, from prospecting through contract execution, to consistently achieve quota.
• Develop territory and account strategies targeting Fortune 1000 organizations; self-source the majority of pipeline.
• Maintain 3-4x qualified pipeline coverage, accurate forecasts, and current Salesforce records.
• Lead consultative discovery to understand customer objectives and needs.
• Coordinate with Solutions Engineering, Product, Delivery, and leadership to develop solutions.
• Negotiate software and services agreements and secure executive sponsorship.

Skills

Enterprise sales

Consultative selling

SaaS sales

C-suite engagement

Pipeline management

Multi-stakeholder buying

Job description

If you are unable to complete this application due to a disability, contact this employer to ask for an accommodation or an alternative application process.

Account Executive

Full Time Reston, VA, US

Salary Range: $125,000.00 To $140,000.00 Annually

About Brightspot

Brightspot is a leading enterprise Content Management System (CMS) trusted by some of the world's most recognized brands, including Fortune 500 organizations across technology, retail, media, financial services, and healthcare.

Our platform empowers organizations to create, manage, personalize, and optimize digital experiences and knowledge management platforms at enterprise scale. We combine powerful content management, workflow automation, AI capabilities, and modern architecture to help global brands move faster and deliver exceptional customer experiences.

About the Role

We're looking for an experienced Enterprise Account Executive who thrives in complex, consultative sales environments and wants to help shape the next phase of Brightspot's growth. As an Enterprise Account Executive, you will own the complete sales process, from identifying strategic opportunities through contract execution, for some of the world’s largest organizations. This is a hunter role focused on acquiring new enterprise customers and growing them into multi-division, multi-product relationships, while partnering closely with Solutions Engineering, Product, Delivery, and Executive Leadership.

You’ll engage senior executives across Marketing, Digital, Technology, Product, IT, and Procurement organizations to solve complex digital experience challenges and position Brightspot as a strategic platform partner. If you enjoy building relationships, creating opportunities from scratch, and winning competitive enterprise deals, we’d love to meet you.

Responsibilties

• Own the full enterprise sales cycle, from prospecting through contract execution, to consistently achieve quota.
• Develop territory and account strategies targeting Fortune 1000 organizations; self-source the majority of pipeline through outbound prospecting, networking, referrals, partners, and events.
• Maintain 3-4x qualified pipeline coverage, accurate forecasts, and current Salesforce records.
• Lead consultative discovery to understand customer objectives, digital strategy, technology needs, and compelling events.
• Qualify opportunities using Brightspot’s OACS framework, build executive relationships, and develop internal customer champions.
• Independently create customer presentations, proposals, and ROI-driven business cases; deliver targeted platform demos and differentiate Brightspot from competing solutions.
• Coordinate Solutions Engineering, Product, Customer Success, Delivery, and executive leadership to develop compelling customer solutions.
• Manage mutual action plans, navigate procurement and legal reviews, negotiate software and services agreements, and secure executive sponsorship through signature.
• Ensure a smooth post-sale handoff to Customer Success and Delivery.
• Represent Brightspot at industry events, cultivate partner relationships, and stay current on CMS, AI, digital experience, and MarTech trends.

How We Operate

Every Brightspot AE is expected to be in our Reston office at least three days per week when not traveling for customers or business. Being together matters for collaboration, coaching, preparation, and building a stronger revenue team.

Beyond presence, every AE will be held to the following standard:

• Accountable: Own your number, pipeline, forecast, and commitments. No surprises and no excuses.
• Prepared: Every customer interaction has a clear objective, hypothesis, and next step. Know the account and know the room.
• Present: Get in front of customers. Build relationships beyond scheduled calls and active deals.
• Curious: Understand the customer’s business, people, and pressures before prescribing a solution.
• Transparent: Surface risks early. Bad news does not improve with age.
• Consistent: Great quarters are built through disciplined weekly execution.

Qualifications

• 5+ years of enterprise software and consultative sales experience
• Demonstrated success selling complex SaaS or platform solutions into enterprise organizations
• A track record of self-sourcing the majority of your closed business
• Experience closing $100K - $1M+ ARR opportunities
• Consistent history of achieving or exceeding enterprise sales quotas
• Experience managing multi-stakeholder enterprise buying cycles
• Strong executive presence with the ability to engage C-suite, marketing, digital, and technology leaders
• Experience selling both software subscriptions and professional services

Travel

• Ability to travel approximately 25-40% for customer meetings, industry conferences, and internal collaboration.