Enterprise Account Executive
Contentful
Enterprise Account Executive
Contentful
full-time
Posted on:
Location Type: Remote
Location: Remote • Massachusetts, New York, Texas • 🇺🇸 United States
Visit company websiteJob Level
Mid-LevelSenior
About the role
- Drive Contentful’s growth by leading the full end-to-end sales cycle—from prospecting to closing—across both new and existing enterprise accounts ($1B+).
- Source, position, negotiate, and close new logo and expansion business ($50K- $1M++ ACV) in North American enterprise accounts, leveraging strong knowledge of Martech, DXP, CMS, and personalization/experience platforms.
- Consistently meet or exceed quarterly and annual sales goals by developing robust account strategies and pipeline informed by in-depth understanding of the Martech and DXP landscape.
- Execute and document the MEDPICC sales methodology throughout the entire sales cycle—ensuring deals are qualified, stakeholder alignment is achieved, and forecast accuracy is maintained.
- Lead value-based consultative sales engagements, articulating customer ROI and business outcomes to C-Level Executives and mapping Contentful solutions to digital transformation priorities.
- Develop and present compelling proposals, tailored business cases, ROIs and commercial constructs that align to customer needs, often including complex, multi-stakeholder deal orchestration.
- Manage RFI/RFQ processes in concert with internal and client teams, ensuring solution alignment and advancing strategic enterprise opportunities.
- Refine and evolve the land-and-expand model in collaboration with Sales, Partnerships, and Customer Success teams, driving expansion, cross-sell, and upsell motions.
- Partner with Sales Engineers, Solution Architects, BDRs, Account Managers, and Customer Success throughout the sales cycle to uncover technical challenges and ensure customers achieve full value from Contentful’s platform.
- Deeply understand digital experience challenges, content workflows, and personalization requirements; use this insight to align Contentful’s capabilities with measurable business value.
- Partner with Customer Success and Marketing to ensure successful adoption of best practices in Martech, CMS, and digital personalization within the customer base.
- Work in a state in which Contentful is registered to do business and adhere to company policies for remote/hybrid employees.
Requirements
- 4-8+ years selling enterprise SaaS or PaaS platforms, with expertise in Martech, CMS, personalization, or digital experience technologies.
- Demonstrated experience using the MEDPICC (or equivalent) sales qualification framework to structure, manage, and close large, complex enterprise deals.
- History of consistent quota overachievement, including individual responsibility for closing $150K+ transactions at organizations with $1B+ in revenue and frequent engagement with VP and C-level executives.
- Advanced skills in value-based selling and consultative sales methodologies, with the ability to articulate and deliver measurable customer outcomes.
- Deep knowledge of digital marketing technology, including headless CMS, content personalization, customer data integration, and cross-channel content delivery.
- Expertise working within a partner ecosystem and leveraging partnerships to land, expand, and drive customer value.
- Experience growing and expanding existing customer accounts within SaaS/PaaS environments.
- Strong communication, proposal development, and presentation skills, with an ability to engage and influence both technical and business decision-makers.
- Understanding of sales-led growth motions and enterprise software sales best practices.
- Prior experience in CMS sales is highly preferred.
Benefits
- Join an ambitious tech company reshaping the way people build digital experiences
- Full-time employees receive Stock Options for the opportunity to share in the success of our company
- Comprehensive healthcare package covering 100% of monthly health premiums for employees and 85% of costs for your dependents.
- Fertility and family building benefits, including a lifetime reimbursable wallet to support your growing family.
- A generous amount of paid time off, including vacation days, sick days, compassion days for loss, education days, and volunteer days
- Company paid parental leave to care for and focus on your growing family
- Personal annual education budget to improve your skills and grow in your career
- Virtual and in-person events, workshops, guest speakers, and team activities
- Annual wellbeing stipend to care for your physical, financial, or emotional health
- Monthly communication stipend and phone hardware upgrade reimbursement
- New hire office equipment stipend for hybrid or distributed employees
- Monthly and annual accelerators for over-achievement against bookings goals
ATS Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
MEDPICC sales methodologyvalue-based sellingconsultative salesenterprise SaaSPaaS platformsheadless CMScontent personalizationcustomer data integrationcross-channel content deliverysales qualification framework
Soft skills
strong communicationproposal developmentpresentation skillsengagement with C-level executivesinfluence decision-makersaccount strategy developmentstakeholder alignmentcollaborationconsultative engagementcustomer relationship management
