What are the responsibilities and job description for the Account Executive position at Brightspot?
At Brightspot, we help content-driven organizations turn content chaos into momentum. Our flexible, AI-powered content management platform (CMS) enables teams to move faster, collaborate more effectively, and scale with confidence. Since 2008, leading enterprises have partnered with Brightspot to transform fragmented ecosystems into streamlined, high-performing operations that drive growth, strengthen governance, and deliver real business impact.
As an Account Executive, you will position and sell Brightspot’s enterprise CMS and digital experience platform. You will play a critical role in expanding Brightspot’s market share by building and maintaining a healthy pipeline and closing new business. This role requires a consultative, entrepreneurial seller who thrives in building markets, navigating complex deals, and representing a high-performing CMS platform.
You will engage with both business and technical stakeholders, lead solution-driven conversations, and partner cross-functionally to deliver tailored platform and services proposals that meet customer needs.
Responsibilities
As an Account Executive, you will position and sell Brightspot’s enterprise CMS and digital experience platform. You will play a critical role in expanding Brightspot’s market share by building and maintaining a healthy pipeline and closing new business. This role requires a consultative, entrepreneurial seller who thrives in building markets, navigating complex deals, and representing a high-performing CMS platform.
You will engage with both business and technical stakeholders, lead solution-driven conversations, and partner cross-functionally to deliver tailored platform and services proposals that meet customer needs.
Responsibilities
- Own and execute the full sales cycle from discovery through close, including solution positioning, proposal development, and pricing
- Drive new business by prospecting, qualifying, and maintaining a healthy pipeline to achieve a $1M new logo quota
- Proactively generate pipeline through personalized outreach, networking, partner collaboration, and creative lead generation
- Lead consultative discovery conversations to understand customer goals, technical environments, and digital experience needs
- Navigate complex, multi-stakeholder enterprise sales cycles across business, technical, and executive audiences
- Partner cross-functionally with Marketing, Product, and Delivery teams to develop solutions and close deals
- Represent Brightspot at key industry events; partner with Marketing to drive demand generation and market visibility
- Maintain Salesforce discipline with accurate opportunity tracking, pipeline management, and forecasting
- Stay current on CMS, digital experience, and enterprise content platform trends, competitors, and market opportunities
- 5 years of experience closing enterprise-level B2B SaaS or platform sales, with exposure to professional services (implementation, migration, integrations)
- Experience selling to Enterprise and Mid-Market customers ($100K ARR)
- Demonstrated success managing complex, solution-focused, multi-stakeholder sales cycles
- Consistently achieved $750K quota (or equivalent enterprise quota attainment)
- Excellent communication skills with the ability to engage executive, business, and technical stakeholders
- Self-motivated and entrepreneurial with the ability to thrive in a fast-paced, evolving technology environment
- Experience selling complex digital platforms such as CMS, digital experience platforms, web technology, or similar enterprise software is preferred
- The starting salary for this role is $125,000 with sales commission potential.
- Benefits include health, dental, and vision insurance, 3 weeks paid vacation, paid sick leave, paid company holidays, Safe Harbor 401(k) with employer matching, continuing education stipend, and a 3-week paid sabbatical after your 5th anniversary.
- This is a hybrid position. Candidates are expected to work on-site at our Reston office 2 days per week.
Salary : $125,000