Enterprise Account Executive, Contentful
+ Stock options
Content management platform
Open for applications
Content management platform
501-1000 employees
Open for applications
+ Stock options
501-1000 employees
Company mission
To modernize how content flows by leading the transition from legacy CMS to content infrastructure.
Role
Who you are
- 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
- Prior experience in CMS sales is highly preferred
What the job involves
- Building on the success of our US-based sales team, Contentful is expanding our Enterprise Account Executive team across North America. As an Enterprise Account Executive, you will drive Contentful’s growth by leading the full end-to-end sales cycle—from prospecting to closing—across both new and existing enterprise accounts ($1B+)
- In this highly consultative role, you’ll drive new revenue, customer enablement initiatives, and act as a trusted advisor to both technical and business stakeholders. This position requires a deep understanding of the Martech/DXP ecosystem, CMS platforms, and content personalization, as well as mastery of value-based selling and MEDPICC-driven enterprise sales processes
- Partnering with Business Development, Customer Success, Solutions Engineering, and Marketing, you’ll nurture relationships and guide enterprises to realize the full value of Contentful, ensuring that business objectives are met and digital experiences are transformed
- 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
- Your compensation plan includes monthly and annual accelerators for over-achievement against bookings goals
Our take
Creating, distributing and managing digital content can be complex, time-consuming and difficult, especially at scale. Contentful solves this problem by centralizing all content management into one API-based system.
Since founding in 2013, Contentful has grown to become one of the largest companies of its kind. It now serves thousands of customers, many of which are enterprises such as Danone and Bang & Olufsen. Importantly, the company has continued to improve its offering, for example by partnering with eSSENTIAL Accessibility to offer a way for users to achieve ADA compliance.
In recent years, Contentful has grown its executive team, attracting top talent from companies like Zendesk and Atlassian which has helped to accelerate its ambitious growth strategy. It has also expanded its relationship with AWS, launching the Contentful Composable Content Platform in AWS Marketplace, a key move that will help to broaden its reach and ensure it remains a key player in the competitive CMS market.
Freddie
Company Specialist at Welcome to the Jungle
Insights
10% employee growth in 12 months
Company
Funding (last 2 of 8 rounds)
Jul 2021
$175m
SERIES F
Jun 2020
$80m
SERIES E
Total funding: $336.7m
Company benefits
- Full-time employees receive Stock Options for the opportunity to share in the success of our company
- Generous amount of paid time off, including vacation days, education days, and volunteer days
- Use your personal education budget to improve your skills and grow in your career
- Enjoy a full range of virtual events, including workshops, guest speakers, and fun team activities, supporting learning and networking exchange beyond the usual work duties
- Use your physical fitness budget to get away from your desk and support your physical wellness
- A monthly phone/internet stipend and phone upgrade reimbursement after 2 years
- Plus, Contentful socks! And other amazing swag as part of company events. Oh yeah!
- Access to our Employee Assistance Program (EAP) for information, support, discussion, and counseling for life’s challenges
- Comprehensive health/dental/vision care package covering 100% of monthly premiums for employees
- 16 weeks of paid parental leave to care for and focus on your growing family
- New hire office equipment stipend. Get the gear you need to work at your best
Company values
- Be humble - We are not centered on ourselves, but focus on the needs and contributions of others around them
- Embody a growth mindset - We believe in our collective potential to develop and evolve through dedication and continuous learning
- Start with the customer and work backwards - The first question we ask is “What customer need does this solve?” and treats each customer with empathy
- Strive together - Creating anything of significance without collaboration is challenging, so we work hard together to make an impact
Company HQ
Denver, Colorado, United States
Articles
Leadership
Paolo Negri
(CTO)Previously worked as Senior Developer at AutoScout24, and Senior Developer Team Lead at Wooga.
Sascha Konietzke
(CSO & Board Member)Previously worked as EMEA Manager at Hewlett-Packard, and founded a range of companies including angel investment firm Ko9.
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