Enterprise Account Executive

Contentful•San Francisco, CA

59d

About The Position

Building on the success of our US-based sales team, Contentful is expanding our Enterprise Account Executive team across North America. As an Enterprise Account Executive, you will 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+). In this highly consultative role, you'll drive new revenue, customer enablement initiatives, and act as a trusted advisor to both technical and business stakeholders. This position requires a deep understanding of the Martech/DXP ecosystem, CMS platforms, and content personalization, as well as mastery of value-based selling and MEDPICC-driven enterprise sales processes. Partnering with Business Development, Customer Success, Solutions Engineering, and Marketing, you'll nurture relationships and guide enterprises to realize the full value of Contentful, ensuring that business objectives are met and digital experiences are transformed. What to expect? 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, developing 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, clearly 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 our 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 the successful adoption of best practices in Martech, CMS, and digital personalization within the customer base. Your compensation plan includes monthly and annual accelerators for over-achievement against bookings goals.

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.

Nice To Haves

Prior experience in CMS sales is highly preferred.

Responsibilities

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, developing 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, clearly 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 our 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 the successful adoption of best practices in Martech, CMS, and digital personalization within the customer base.

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.
We value Work-Life balance and You Time !
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
Use your personal annual education budget to improve your skills and grow in your career
Enjoy a full range of virtual and in-person events, including workshops, guest speakers, and fun team activities, supporting learning and networking exchange beyond the usual work duties
An annual wellbeing stipend to care for your physical, financial, or emotional health
A monthly communication stipend and phone hardware upgrade reimbursement.
New hire office equipment stipend for hybrid or distributed employees. Get the gear you need to work at your best.