Enterprise Account Executive

Summary

Join Contentful's expanding Enterprise Account Executive team in North America and drive significant growth by leading the full sales cycle for new and existing enterprise accounts. As a trusted advisor, you will build relationships with technical and business stakeholders, leveraging your deep understanding of the Martech/DXP ecosystem and value-based selling. You will consistently meet or exceed sales goals, execute MEDPICC sales methodology, and develop compelling proposals tailored to customer needs. Collaboration with various teams is crucial to ensure customer success and value realization. This role requires expertise in enterprise SaaS/PaaS sales, MEDPICC framework, and a proven track record of closing large, complex deals. The position offers a competitive compensation plan including accelerators for exceeding 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

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

Preferred Qualifications

Prior experience in CMS sales is highly preferred

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