Enterprise Account Executive

The role

You will lead the full end-to-end sales cycle for new and existing enterprise accounts. You will drive revenue and act as a trusted advisor to technical and business stakeholders using value-based selling.

What you will do

• Source, position, negotiate, and close new logo and expansion business in North American enterprise accounts.
• Meet or exceed quarterly and annual sales goals by developing account strategies and pipeline.
• Execute and document the MEDPICC sales methodology.
• Lead value-based consultative sales engagements with C-Level Executives.
• Develop and present proposals, business cases, and ROIs.
• Manage RFI/RFQ processes with internal and client teams.
• Refine the land-and-expand model in collaboration with Sales, Partnerships, and Customer Success.
• Partner with Sales Engineers, BDRs, and Account Managers to uncover technical challenges.
• Align Contentful capabilities with business value regarding digital experience and content workflows.
• Partner with Customer Success and Marketing to ensure successful adoption of best practices.

Required qualifications

• 4-8+ years selling enterprise SaaS or PaaS platforms.
• Expertise in Martech, CMS, personalization, or digital experience technologies.
• Demonstrated track record of selling enterprise solutions into Financial Services or Healthcare/Life Sciences sectors.
• Demonstrated experience using the MEDPICC or equivalent sales qualification framework.
• History of consistent quota overachievement, including closing $150K+ transactions at organizations with $1B+ in revenue.
• Experience engaging with VP and C-level executives.
• Advanced skills in value-based selling and consultative sales methodologies.
• 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.
• Experience growing and expanding existing customer accounts within SaaS/PaaS environments.
• Strong communication, proposal development, and presentation skills.
• Understanding of sales-led growth motions and enterprise software sales best practices.

Nice to have

• Prior experience in CMS sales is highly preferred.

Before you apply

• This position is not eligible for visa sponsorship.
• Applicants must be authorized to work without the need for visa sponsorship by the start date of employment.

About the company

Contentful is now officially part of Salesforce.