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Contentful (now part of Salesforce) is seeking an Enterprise Account Executive to drive growth across Australia's enterprise market. You will own the full end-to-end sales cycle for new and existing enterprise accounts ($1B+), managing deals ranging from $50K to $1M+ ACV. This is a highly consultative role requiring deep expertise in the Martech/DXP ecosystem, headless CMS platforms, and content personalization technologies.
Key responsibilities include:
- Source, position, negotiate, and close new logo and expansion business in enterprise accounts, leveraging strong Martech and DXP knowledge
- Consistently meet or exceed quarterly and annual sales goals through robust account strategies and pipeline development
- Execute MEDPICC sales methodology throughout the entire sales cycle, ensuring deal qualification and forecast accuracy
- Lead value-based consultative engagements, articulating customer ROI and business outcomes to C-level executives
- Develop tailored proposals, business cases, and ROIs that address complex, multi-stakeholder deal orchestration
- Manage RFI/RFQ processes in partnership with internal and client teams
- Refine land-and-expand models in collaboration with Sales, Partnerships, and Customer Success
- Partner with Sales Engineers, Solution Architects, BDRs, and Account Managers to uncover technical challenges and ensure customer success
- Deeply understand digital experience challenges, content workflows, and personalization requirements to align Contentful's capabilities with measurable business value
- Work with Customer Success and Marketing to ensure adoption of best practices in Martech, CMS, and digital personalization
- Compensation includes monthly and annual accelerators for over-achievement against bookings goals
Requirements:
- 4-8+ years selling enterprise SaaS or PaaS platforms, with expertise in Martech, CMS, personalization, or digital experience technologies
- Demonstrated experience using 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 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 ability to engage and influence both technical and business decision-makers
- Understanding of sales-led growth motions and enterprise software sales best practices
- Prior CMS sales experience is highly preferred
