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Contentful · 3 weeks ago

Mid Market Business Development Representative

Denver, Colorado, United States

Full-time

Onsite

Mid Level

$75K/yr - $75K/yr

4+ years exp

Contentful is a leading digital experience platform that helps modern businesses meet the growing demand for engaging, personalized content at scale. The Mid Market Business Development Representative will be responsible for identifying and developing new sales opportunities, managing existing accounts, and driving revenue growth in the North American market.

Cloud ComputingCMSContentDeveloper ToolsPublishingSaaSSoftware

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. 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

Qualification

B2B SaaS salesEnterprise level solutionsTechnical SaaS/PaaS salesAccount managementNegotiation skillsPresentation skillsResearch skillsCustomer relationship managementCommunication skillsTeam collaboration

Required

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)

Benefits

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