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Enterprise Account Executive

San Diego, California, United States

About the Opportunity

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 Developement, 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.

What to Expect

  • 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.

What You Need to Be Successful

  • 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’s in it for you?

  • Join an ambitious tech company reshaping the way people build digital experiences
  • 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.

This role will need to be conducted in a state in which we are currently registered to do business.

Salary Statement: The salary range displayed is specifically for those potential hires who will work or reside in the state of California if selected for the role. Any offered salary is determined based on internal equity, internal salary ranges, market data/ranges, applicant's skills and prior relevant experience, certain degrees and certifications (e.g. JD/technology), for example.

Salary Range: $270,000 - $319,000

[This position is eligible for equity awards, annual bonuses, short- and long-term incentives, and program-specific awards, where applicable, in accordance with the terms of Contentful’s variable compensation plans.]

#LI-KS1 #LI-Remote

Who are we?

Contentful is a leading digital experience platform that helps modern businesses meet the growing demand for engaging, personalized content at scale. By blending composability with native AI capabilities, Contentful enables dynamic personalization, automated content delivery, and real-time experimentation, powering next-generation digital experiences across brands, regions, and channels for more than 4,200 organizations worldwide. More than 700 people from more than 70 nations contribute their energy and creativity to Contentful, working from hubs in Berlin, Denver, San Francisco, London, New York, and distributed worldwide.

Everyone is welcome here!

“Everyone is welcome here” is a celebrated component of our culture. At Contentful, we strive to create an inclusive environment that empowers our employees. We believe that our products and services benefit from our diverse backgrounds and experiences, and we are proud to be an equal opportunity employer. All qualified applications will receive consideration for employment without regard to race, color, national origin, religion, sexual orientation, gender, gender identity, age, physical [dis]ability, or length of time spent unemployed. We invite you to apply and join us!

If you need reasonable accommodations at any point during the application or interview process, please let your recruiting coordinator know.

Please be aware of scammers who may fraudulently allege to be from Contentful. These types of fraud can be carried out through copycat websites, fake email addresses claiming to be from our company, or social media. We do not ask for your personal information, such as bank account numbers, identification numbers, etc, through social media or chat-based apps, nor do we request or send money for the purchase of business equipment. If you suspect fraud, please report it to your local authorities, as well as reach out to us at security-esk@contentful.com with any information you may have.

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