Enterprise Account Executive

Contentful • Chicago, IL

1d

About The Position

Contentful, now part of Salesforce, is expanding its Enterprise Account Executive team across North America. The role leads the full sales cycle—from prospecting through closing—for new and existing enterprise accounts with $1B+ in revenue, with a focus on financial services companies. The Enterprise Account Executive drives new revenue and customer enablement, serving as a trusted advisor to technical and business stakeholders. The position requires knowledge of the Martech/DXP ecosystem, CMS platforms, and content personalization, along with value-based selling expertise and proficiency in MEDPICC-driven enterprise sales.

The role partners with Business Development, Customer Success, Solutions Engineering, Marketing, and other teams to develop account relationships, guide enterprises toward realizing value from Contentful, and support customers’ digital transformation objectives. Sales opportunities include new-logo and expansion business with ACVs ranging from $50K to $1M or more. Compensation includes monthly and annual accelerators for exceeding bookings goals. The position is not eligible for visa sponsorship; applicants must be authorized to work without sponsorship by the employment start date.

Requirements

• 4–8+ years selling enterprise SaaS or PaaS platforms, with expertise in Martech, CMS, personalization, or digital experience technologies.
• Demonstrated experience using MEDPICC or an equivalent sales qualification framework to manage and close large, complex enterprise deals.
• History of consistent quota overachievement, including personally closing transactions of $150K or more at organizations with $1B+ in revenue.
• Frequent engagement with VP- and C-level executives.
• Advanced value-based selling and consultative sales skills, including 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 in SaaS/PaaS environments.
• Strong communication, proposal development, and presentation skills, with the ability to influence technical and business decision-makers.
• Understanding of sales-led growth motions and enterprise software sales best practices.
• Authorization to work without visa sponsorship by the start date of employment.

Nice To Haves

• Prior experience in CMS sales.

Responsibilities

• Source, position, negotiate, and close new-logo and expansion business in North American enterprise accounts.
• Meet or exceed quarterly and annual sales goals by developing account strategies and pipeline informed by the Martech and DXP landscape.
• Execute and document the MEDPICC sales methodology throughout the sales cycle, qualifying deals, aligning stakeholders, and maintaining forecast accuracy.
• Lead value-based consultative sales engagements and communicate ROI and business outcomes to C-level executives.
• Develop and present proposals, business cases, ROI analyses, and commercial constructs tailored to customer needs.
• Manage RFI/RFQ processes with internal and client teams to align solutions and advance enterprise opportunities.
• Refine the land-and-expand model with Sales, Partnerships, and Customer Success, driving expansion, cross-sell, and upsell.
• Partner with Sales Engineers, Solution Architects, BDRs, Account Managers, and Customer Success to uncover technical challenges and help customers realize value from the platform.
• Understand digital experience challenges, content workflows, and personalization requirements, and connect Contentful capabilities to measurable business value.
• Partner with Customer Success and Marketing to support customer adoption of best practices in Martech, CMS, and digital personalization.

Benefits

• Company bonus, sales incentives, equity, and benefits may apply; details are not specified.
• Monthly and annual accelerators for over-achievement against bookings goals.
• Benefits and resources intended to support balance and employee well-being.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed