Mid Market Account Executive

Contentful•San Francisco, CA

22d•Hybrid

About The Position

Building on the growth already achieved by our US based sales team, we’re seizing the opportunity to grow our Account Executive team throughout North America, in the MidMarket space. $100M-$1B annual revenue As a Mid-Market Account Executive in this critical market, you will be the point of contact for both customers and prospects. Your role is to identify and develop new sales opportunities and grow existing accounts while ensuring customers meet their business objectives with Contentful As an MM AE, you’ll drive Contentful’s growth by leading the end-to-end sales process from prospecting to close. You’ll be instrumental in driving new revenue opportunities, expansion within your customer base, and leading a value-based sales process by speaking the language of Professional developers, Marketers and business leaders. Working in partnership with our Customer Success team, you’ll work to nurture and grow a defined customer base within North America. What to Expect? Position, negotiate, and close new logo and expansion business ($50-$500K ACV) in the North American territory Meet quarterly and annual sales goals by developing an account strategy, and pipeline, managing internal and client processes, maintaining sales reports, developing market and competitor knowledge, delivering presentations to customers, and creating sales proposals Prospect and develop new business opportunities with existing customers and prospective customers. As part of our Value-based Sales motion, it is critical for you to be successful conducting deep Account and Industry research, identifying key players, and qualifying net new targets, to drive new business opportunities, while growing value-added relationships with key decision makers by becoming a trusted advisor Manage RFI/RFQ requests with Contentful’s internal and customer teams Refine and evolve our "land-and-expand" model in collaboration with Sales, Partnerships, and Customer Success teams Seek to understand the digital experience challenges of prospects and current customers while aligning the ROI of Contentful with those challenges to ensure a value based selling approach Work closely with Sales Engineers and Solution Architects to uncover technical challenges and opportunities, as well as the greater sales ecosystem (including, but not limited to Business Development Representatives, Account Managers, and Customer Success) to drive new business and retain customers Develop innovative proposals, position complex pricing structures and negotiate contracts and deal-closing requirements quickly and efficiently Your compensation plan includes Monthly and Annual accelerators for over achievement against your bookings goals.

Requirements

4+ years of B2B SaaS sales experience - a minimum of 2 years in a closing role, with individual quota carrying experience and a history of exceeding quota
2+ years of experience successfully selling Enterprise level, multi-product, or technical platform solutions
Working knowledge of selling and positioning a technical SaaS and/or PaaS platform to prospects and customers
Experience growing and expanding existing customer accounts in a SaaS and/or PaaS environment
Demonstrated ability to sell transactions of $100k+ to organizations with $500M and $1B in annual revenue, with experience engaging VP and C Level executives
You embody a true “hunter” mentality - you have experience generating net new pipeline and closing new business
History of selling complex technical solutions to customers who span distinct divisions (e.g. marketing, IT, sales leadership)
History of working closely with Partnerships to drive business
Ability to understand the Contentful API and discuss outcomes with multi-threaded relationships across C-level stakeholders highly technical individuals
Excellent oral and written communication and presentation skills
Willingness to travel (up to 25%)
College degree (BA/BS)

Responsibilities

Position, negotiate, and close new logo and expansion business ($50-$500K ACV) in the North American territory
Meet quarterly and annual sales goals by developing an account strategy, and pipeline, managing internal and client processes, maintaining sales reports, developing market and competitor knowledge, delivering presentations to customers, and creating sales proposals
Prospect and develop new business opportunities with existing customers and prospective customers.
Manage RFI/RFQ requests with Contentful’s internal and customer teams
Refine and evolve our "land-and-expand" model in collaboration with Sales, Partnerships, and Customer Success teams
Seek to understand the digital experience challenges of prospects and current customers while aligning the ROI of Contentful with those challenges to ensure a value based selling approach
Work closely with Sales Engineers and Solution Architects to uncover technical challenges and opportunities, as well as the greater sales ecosystem (including, but not limited to Business Development Representatives, Account Managers, and Customer Success) to drive new business and retain customers
Develop innovative proposals, position complex pricing structures and negotiate contracts and deal-closing requirements quickly and efficiently

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.