Duties:
• Lead all aspects of the sales cycle including: ABM focused prospecting, sales meetings, negotiation, upsells, cross sells, etc.
• Successfully map entry plans for new accounts (incl. key stakeholders and business requirements), develop account plans to penetrate new logos and expand into additional business units in larger, complex organizations.
• Be the primary driver for revenue within territory.
• Ability to sell strategically and tactically to maximize deal size value to large organizations.
• Do whatever it takes to help set up and sustain new sales efforts.
• Collaborate with marketing on sales collateral, trade shows and other networking events.
• Develop a deal framework for all deals set to close, including necessary stakeholders, results and timelines for both sides. Be able to communicate this effectively to the customer. 
• Coordinate Eval/POC with the customer. Validate success criteria using the appropriate testing methodology.
• Identify prospects’ issues, recognize requirements, and effectively articulate potential solutions.
• Use Salesforce to maintain updated account/contact information, forecast revenue, track sales activity, and build target lists using reports
Qualifications:
Experience and Education:
• Bachelor’s degree or equivalent experience.
• Minimum of 5-7 years of sales experience selling SaaS solutions to large enterprises.
• Experience in any technology that is involved in the website and the stack/architecture/delivery. 
• eCommerce and Channels experience is a plus.
• Experience managing a sales territory, sales pipeline and driving deals to closure.
Knowledge, Skills and Abilities:
• Knowledge in selling to both business buyers and IT/developers.
• Understanding of web development ecosystems, Headless CMS, Jamstack, eCommerce, Analytics, etc.
• Significant track record of quota over-achievement versus peers.
• The ability to build rapport and trust with a technical buyer is a must.
• Be willing to learn and adjust quickly. 
• Have high-energy, motivated self-starter and team player.
• Be a successful problem solver.