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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in generating and managing an outbound pipeline for enterprise SaaS sales, with a strong focus on consultative selling and relationship-building with senior decision-makers. Proficient in delivering product demonstrations and aligning product capabilities with customer outcomes.
Highest-signal resume keywords
Enterprise SaaS SalesConsultative SellingProduct DemonstrationsPipeline ManagementStakeholder Engagement
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Pipeline GenerationClosing Complex DealsAccount PlanningDiscovery SkillsNegotiation Skills
Soft Skills
Clear CommunicationAttention to DetailInitiativeCommercial Judgement
Tools & Technologies
CMSDigital PublishingMartechDXPWordPressAdobe Experience ManagerSitecoreContentful
Industry Keywords
Enterprise ProspectsStakeholder RelationshipsMarket LearningsTerritory ManagementProduct Capabilities
Tech Stack
Tools & technologiesAEMSitecoreWordPress
About the role
Key responsibilities & impact- Build and manage an outbound pipeline of medium and large enterprise prospects
- Create account plans and develop relationships with multiple stakeholders
- Lead discovery, product demonstrations, proposals, negotiations and closing
- Understand customer priorities and show how Shorthand supports content and digital experience goals
- Identify opportunities to grow strategic accounts
- Meet customers and prospects regularly in person across London
- Maintain accurate pipeline forecasts
- Share market learnings with the wider team
- Report to the Head of Sales
- Work closely with Customer Success, Marketing, Product and other teams
Requirements
What you’ll need- Track record of generating your own pipeline and closing complex enterprise SaaS deals
- Experience selling CMS, digital publishing, martech, DXP or closely related technology
- Confidence engaging senior decision-makers and navigating buying groups with business and technical stakeholders
- Strong discovery and consultative selling skills
- Ability to connect product capabilities to customer outcomes
- Ability to run product demonstrations and discuss workflows, integrations and implementation considerations
- Clear written and verbal communication
- Sound commercial judgement and attention to detail
- Initiative to manage territory independently while collaborating with a distributed team
- Experience selling through partners, bringing new products to market, or working with WordPress, Adobe Experience Manager, Sitecore or Contentful would be particularly useful
Benefits
Comp & perks- Remote working and flexible hours
- Co-working allowance
- Autonomy to own and grow your territory and help shape the enterprise sales approach
- Home office allowance
- Laptop and necessary work equipment
- Employee Share Option Plan
- Health & Wellness Allowance
- Access to coaching and counselling
- Paid parental leave
- Virtual interviews
- Reasonable adjustments during the recruitment process