Enterprise Account Executive
Posted on 4/4/2024
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.
AI & Machine Learning
Data & Analytics
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
Remote in USA
Experience Level
Entry
Junior
Mid
Senior
Expert
Desired Skills
Sales
Marketing
CategoriesNew
Sales & Account Management
Field Sales
Strategic Account Management
Requirements
  • 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
  • Understanding of sales led growth sales motion
  • Previous CMS (content management system) experience
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
  • 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