Digital United

Account Executive

Farmington, CT
Full Time
ZenSource
Mid Level
ZenSource is an enterprise grade open source CMS and cloud hosting platform including ZenCMS, ZenCloud and new product offerings; solutions designed for highly regulated industries, marketers, and developers seeking speed, security, and flexibility. The Sales Account Executive will drive growth by introducing organizations to ZenSource’s modern Drupal based CMS, AWS powered hosting, and business intelligence offerings as well as AI offerings.
This role focuses on consultative selling, guiding prospects through digital transformation, and positioning ZenSource as the smarter, faster, more secure alternative to proprietary CMS and traditional hosting. There will be approximately 15% travel expectations with this role, expecting presence at conferences, trade shows etc.

MEASURES:
  • Leads Expansion
  • Revenue Growth
  • Customer Acquisition
  • Customer Success Alignment
  • Industry Penetration

REPORTS TO: SVP, PRODUCT


Responsibilities:
  • Lead Generation & Prospecting
    • Identify and pursue mid-market to enterprise prospects in regulated industries (healthcare, higher ed, financial services, government, etc.).
    • Qualify inbound interest from organizations evaluating Drupal-based CMS solutions, cloud hosting, or content migration.
    • Build and manage a strong outbound pipeline aligned to ZenSource’s ideal customer profile.
    • Lead management of RFPs, including identifying opportunities, developing responses and submitting proposals.
    • Represent the organization at conferences, tradeshows and networking events to drive pipeline growth (approx. 15% travel required.)
  • Consultative Solution Selling
    • Conduct discovery calls to understand technical and marketing goals, pain points, and requirements.
    • Position ZenCMS as a flexible, future-proof CMS with multi-site management, automatic upgrades, and enterprise-level security.
    • Present ZenCloud as a high-performance AWS powered hosting solution offering scalability, SOC2-compliant security, and near zero downtime.
    • Introduce products as business intelligence tools that integrates marketing, website, and CRM data.
  • Product Demonstrations & Presentations
    • Create (decks) and deliver tailored ZenCMS/ZenCloud demos showcasing speed, ease of authoring, security, and administrative simplicity.
    • Present ROI driven business cases supported by metrics (e.g., 50% faster hosting, 75% faster page building, 10% site performance lift).
    • Collaborate with Solutions Architects on technical scoping.
  • Pipeline Management & Negotiation
    • Own the sales cycle from first contact to contract signature.
    • Work with leadership to develop proposals, pricing, and SOWs.
    • Accurately track activity and forecasting through CRM.
  • Cross Functional Collaboration
    • Partner with Marketing, Client Success, and Engineering to ensure a seamless customer journey.
    • Provide structured feedback on customer needs to shape product roadmap and messaging.

WHAT IT TAKES TO SUCCEED IN THIS ROLE
Qualifications:
  1. 4-7 years of SaaS, CMS, cloud hosting, MarTech, and/or digital experience platform (DXP) sales experience, AI experience preferred.
  2. Strong understanding of enterprise CMS solutions—ideally open-source/Drupal.
  3. Familiarity with cloud hosting concepts (AWS, scalability, SOC2 security). And levers that drive revenue; core principals that make for a productive sales discussion
  4. Demonstrated success achieving quota in a consultative sales environment.
  5. Ability to communicate with both marketing leaders and technical buyers (CTOs, IT, DevOps).
  6. Excellent presentation, negotiation, relationship building, communication, and interpersonal relationship skills.


THE PERKS:
  • The best co-workers you’ll ever find
  • Unlimited PTO
  • Medical, Dental, Vision, 401k plus match
  • Annual performance bonus eligibility
  • Ongoing training opportunities
  • Planned outings and team events (remote workers included!)

PHYSICAL DEMANDS AND WORK ENVIRONMENT
  • Prolonged periods of sitting at a desk and working on a computer.
  • Occasional standing, walking, or lifting of office supplies (up to 10–20 lbs.)
  • Frequent communication via phone, email, and video conferencing.
  • Work is performed in a temperature-controlled office environment with standard lighting and noise levels.
  • Position may require occasional travel to client site
Compensation Range: We offer a competitive salary based on experience and qualifications. The compensation range for this position is a base salary annually, with a compensation model to be discussed; with potential for bonuses, stock and additional benefits.
EEO & ACCESSIBILITY STATEMENT
Primacy is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. If you require reasonable accommodation during the application or interview process, please contact [email protected].
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