Enterprise Account Executive

Summary

Join Contentful's global team of Account Executives, focusing on the DACH market. This speculative role involves leading the full sales cycle, from prospecting to closing, and driving new revenue. You will collaborate with internal teams, nurture customer relationships, and meet sales goals. The ideal candidate possesses extensive experience selling technical platforms, a proven track record of exceeding quotas, and fluency in German. Contentful offers a comprehensive benefits package, including stock options, paid time off, parental leave, and professional development opportunities.

Requirements

• 4+ years of experience selling a technical platform
• 4+ years of quota carrying experience
• Working knowledge of selling and positioning to customers a technical SaaS and/or PaaS platform
• 2+ years of growing and expanding existing customer accounts in a SaaS and/or PaaS environment
• Demonstrated knowledge of how to sell transactions of $150k+ to organizations with $1b+ in revenue
• Experience working with Partner ecosystems to work with customers
• Fluent in German

Responsibilities

• Lead the end-to-end sales process from prospecting to closing, driving net new revenue and uncovering upsell opportunities with both new and existing customers
• Collaborate closely with our Customer Experience and Marketing teams to nurture and grow a regional customer base
• Follow a consultative sales process to communicate effectively with professional developers and business leaders
• Self-generate the pipeline through outbound motions in conjunction with marketing and BDR teams to help create new opportunities in regional accounts
• Position, negotiate, and spearhead expansion opportunities with existing clients in Spain
• Grow existing accounts by leveraging relationships and following our comprehensive “land and expand” sales model
• 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
• Manage RFI/RFQ requests with Contentful 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 clients 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
• Develop innovative proposals, position complex pricing structures, and negotiate contracts and deal-closing requirements quickly and efficiently
• Work closely with customer success & marketing teams to ensure that best practices of Contentful are shared and implemented at the respective customers

Preferred Qualifications

Previous CMS (content management system) experience

Benefits

• Full-time employees receive Stock Options for the opportunity to share in the success of our company
• Fertility and family building benefits, including a lifetime reimbursable wallet to support your growing family
• A generous amount of paid time off, including vacation days, sick days, education days, compassion days for loss, 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 phone/internet 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