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Head of Saas Sales, Latam

hace 3 semanas

Desde casa, Colombia The Washington Post A tiempo completo

Job Description

Do you have experience in selling SaaS? Content Management System (CMS)? Do you have experience working with media organizations? Have you driven new revenue, built customer pipelines and/or exceeded targets for a high growth business?

We expect everyone to be tenacious, scrappy, and wear many hats. You will confidently represent our team in front of leaders of all levels across media organizations and educate prospects on what we have built and how to use it.

**Responsibilities**:

- Qualify organic (50%), MQL (25%) and partner leads (25%)
- Manage a customer pipeline, revenue growth targets, and global go-to-market strategies in The America territory
- Develop proposals and negotiate/close complex contracts between $1-15M in Booked Value
- Navigate complex, enterprise media corporations to embed Arc XP as a solution in their business operations
- Work across functional groups (platform, product, customer enablement) within Arc XP to ensure Arc XP is meeting the customer demands and requirements to close deals
- Work across functional teams (product and platform) to provide customer feedback attained during the sales process to help improve the Arc XP product portfolio
- Conduct Agile Sales where a consistent sales process is followed along with a constant improvement day by day, week by week
- Within 60 days learn and demo the products to provide a deep overview to our customers of what Arc XP is and what problems we solve
- Develop ‘Land and Expand’ strategies to meet the needs of the customer while allowing for future growth of Arc XP
- Collaborate with Customer Enablement and Pre-Sales Solution Architect to facilitate Proof of Concepts (POC)
- Be proficient in Salesforce, and CPQ to update leads, opportunities, and real time status of customers
- Ensure a smooth transition from sales to Account Management
- Work with legal as a partner, mitigating risk while working to meet the needs of the customer

**Qualifications**:

- 10+ years’ experience in a sales role with experience in Media & Entertainment in The Americas
- 2+ years’ experience in a SaaS or technology business
- Proficiency in Spanish language required
- Bachelor’s degree or higher in Business, Computer Science, Engineering, Product Design/Development, or related field, MBA a plus
- Proven track record of delivering on quota
- Welcomes ambiguity, utilizing it to shape strategic thinking
- Able to communicate effectively with dozens of internal employees and customers, and synthesize their needs to engineering, product, legal, and finance teams.
- Strong communication skills and ability to thrive in a team environment
- Have a good understanding of both business needs and technology capabilities—plus be capable of translating that knowledge in plain terms

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.