Commercial Account Executive
Posted on 3/28/2024
Contentful

501-1,000 employees

AI-powered platform for managing and delivering digital content.
Company Overview
Contentful stands out as a leading content platform, leveraging AI to unlock an organization's digital content and transform it into a strategic business asset. With a focus on collaboration, speed, and scale, it empowers digital teams to drive business momentum, serving nearly 30% of Fortune 500 companies. The company's distributed team fosters a culture of technical innovation and industry leadership, making it an ideal workplace for those seeking to shape the future of digital content experiences.
Data & Analytics
AI & Machine Learning
B2B

Company Stage

Series F

Total Funding

$349.6M

Founded

2013

Headquarters

Berlin, Germany

Growth & Insights
Headcount

6 month growth

-1%

1 year growth

0%

2 year growth

9%
Locations
Salt Lake City, UT, USA
Experience Level
Entry
Junior
Mid
Senior
Expert
Desired Skills
Sales
Marketing
CategoriesNew
Sales & Account Management
Customer Success Management
Field Sales
Strategic Account Management
Requirements
  • 4+ years of B2B SaaS sales experience
  • 2+ years of experience successfully selling complex technical software
  • Experience with a "land-and-expand" sales model
  • Experience with a Product Lead Growth sales model a plus
  • History of selling complex technical solutions to customers who span distinct divisions (e.g. marketing, IT, sales leadership)
  • History of working closely with Partnerships to drive business
  • Ability to understand the Contentful API and discuss outcomes with multi-threaded relationships across C-level stakeholders highly technical individuals
  • College degree (BA/BS)
Responsibilities
  • 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
  • Prospect and develop new business opportunities with existing customers and prospective customers
  • 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