Enterprise Account Executive
Contentful
Enterprise Account Executive
Contentful
full-time
Posted on:
Location Type: Hybrid
Location: New York City • Massachusetts, New York • 🇺🇸 United States
Visit company websiteSalary
💰 $270,000 - $319,000 per year
Job Level
Mid-LevelSenior
About the role
- Drive Contentful’s growth by leading the full end-to-end sales cycle—from prospecting to closing—across new and existing enterprise accounts ($1B+).
- Source, position, negotiate, and close new logo and expansion business ($50K- $1M++ ACV) in North American enterprise accounts.
- Consistently meet or exceed quarterly and annual sales goals by developing robust account strategies and pipeline informed by Martech and DXP landscape.
- Execute and document the MEDPICC sales methodology throughout the entire sales cycle to ensure deal qualification, stakeholder alignment, and forecast accuracy.
- 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 tailored proposals, business cases, ROIs, and commercial constructs; manage complex, multi-stakeholder deal orchestration.
- Manage RFI/RFQ processes with internal and client teams to ensure solution alignment and advance strategic enterprise opportunities.
- Refine and evolve the land-and-expand model to drive expansion, cross-sell, and upsell in collaboration with Sales, Partnerships, and Customer Success.
- Partner with Sales Engineers, Solution Architects, BDRs, Account Managers, and Customer Success to uncover technical challenges and ensure customer value realization.
- Deeply understand digital experience challenges, content workflows, and personalization requirements to align Contentful’s capabilities with measurable business value.
- Partner with Customer Success and Marketing to ensure successful adoption of Martech, CMS, and personalization best practices.
- Collaborate with Business Development, Customer Success, Solutions Engineering, and Marketing and act as a trusted advisor to technical and business stakeholders.
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.
- Role must be conducted in a state where Contentful is registered to do business.
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.
- Generous paid time off including vacation days, sick days, compassion days for loss, education days, and volunteer days
- Company paid parental leave
- Personal annual education budget
- Virtual and in-person events, workshops, guest speakers, and team activities
- Annual wellbeing stipend
- Monthly communication stipend and phone hardware upgrade reimbursement
- New hire office equipment stipend for hybrid or distributed employees
- Eligible for equity awards, annual bonuses, short- and long-term incentives, and program-specific awards
- Compensation plan includes 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
enterprise SaaSPaaSMEDPICCvalue-based sellingconsultative salesdigital marketing technologyheadless CMScontent personalizationcustomer data integrationcross-channel content delivery
Soft skills
strong communicationproposal developmentpresentation skillsengagementinfluencestakeholder alignmentconsultative engagementstrategic thinkingcollaborationcustomer value realization
