Enterprise Account Executive, Contentful

• 4-8+ years of experience selling a technical platform
• 5+ years of individual quota carrying experience with a history of exceeding quota
• 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 ability to sell transactions of $150k+ to organizations with $1b+ in revenue, experience engaging VP and C Level executives
• Experience working with a Partner ecosystem to land and expand customers
• Experience closing $ASP
• Ideal Candidates have:
• Understanding of sales led growth sales motion
• Previous CMS (content management system) experience

Desirable

• As an Enterprise Account Executive, you’ll drive Contentful’s growth by leading the end-to-end sales process from prospecting to close
• You’ll be instrumental in driving new revenue opportunities, customer enablement initiatives, and leading a consultative sales process by speaking the language of both professional developers and business leaders
• Working in partnership with our Customer Success team, you’ll nurture and grow a customer base within North America
• As an Enterprise Account Executive in this critical market, you will be the point of contact for both customers and prospects
• Your role is to identify and develop new sales opportunities and grow existing accounts while ensuring customers meet their business objectives with Contentful
• Position, negotiate, and close new logo and expansion business ($50-500K ACV) in the North American territory
• 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 current customers 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, as well as the greater sales ecosystem (including, but not limited to Sales Development Representatives, Account Managers, and Customer Success) to drive new business and retain customers
• 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 with the respective customers
• Your compensation plan includes Monthly and Annual accelerators for over-achievement against your bookings goals