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Contentful · 1 day ago

Enterprise Account Executive

Boston, Massachusetts, United States

Full-time

Hybrid

Mid, Senior Level

4+ years exp

Contentful is a leading digital experience platform that helps modern businesses meet the growing demand for engaging, personalized content at scale. As an Enterprise Account Executive, you will drive Contentful’s growth by leading the full end-to-end sales cycle for enterprise accounts, ensuring that business objectives are met and digital experiences are transformed.

Cloud ComputingCMSContentDeveloper ToolsPublishingSaaSSoftware

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

Qualification

Enterprise SaaS salesMartech expertiseMEDPICC frameworkValue-based sellingConsultative salesDigital experience technologiesProposal developmentCommunication skillsPresentation skills

Required

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

Preferred

Prior experience in CMS sales is highly preferred

Benefits

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.