Strategic Enterprise AE for Digital Experience Platform

Brightspot; Reston (VA); On-site; USD 125,000 - 140,000; Full time

Job summary

Brightspot in Reston, VA is seeking an experienced Enterprise Account Executive to own the full sales cycle for large enterprise customers, from prospecting to contract execution. This hunter role targets new logos and multi-division relationships, engaging with senior executives across marketing, technology, and procurement to position Brightspot as a strategic CMS platform partner.

The role requires travel and collaboration with Solutions Engineering, Product, and Delivery teams, and is based

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.

Responsibilities

• 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.

Skills

Enterprise software sales

Consultative sales

Self-sourcing pipeline

Executive engagement

Travel readiness

Job description

Brightspot in Reston, VA is seeking an experienced Enterprise Account Executive to own the full sales cycle for large enterprise customers, from prospecting to contract execution. This hunter role targets new logos and multi-division relationships, engaging with senior executives across marketing, technology, and procurement to position Brightspot as a strategic CMS platform partner.

The role requires travel and collaboration with Solutions Engineering, Product, and Delivery teams, and is based