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Salary: USD 99,500 - 146,500 / annual
Contentful (now part of Salesforce) is seeking a Mid-Market Account Executive to drive growth across North America, targeting companies with $100M–$1B in annual revenue. You will be the primary point of contact for both prospects and customers, responsible for identifying and developing new sales opportunities while expanding existing accounts.
In this role, you'll lead the end-to-end sales process from prospecting through close, managing deal sizes of $50–$500K ACV. You'll develop account strategies, build and manage pipelines, conduct deep account and industry research, and position Contentful's technical platform as a solution to digital experience challenges. Working closely with Sales Engineers, Solution Architects, and Customer Success teams, you'll employ a value-based selling approach to engage VP and C-level stakeholders across multiple divisions (marketing, IT, sales leadership).
Key responsibilities include:
- Prospecting and closing new logo and expansion business within your North American territory
- Meeting quarterly and annual sales goals through account strategy development, pipeline management, and sales reporting
- Conducting RFI/RFQ management with internal and customer teams
- Refining the "land-and-expand" model in collaboration with cross-functional teams
- Developing proposals, positioning complex pricing, and negotiating contracts efficiently
- Traveling up to 25% to meet with customers and prospects
Your compensation includes base salary plus monthly and annual accelerators for overachievement against bookings goals.
REQUIREMENTS:
- 4+ years of B2B SaaS sales experience, with a minimum of 2 years in a closing role with individual quota-carrying experience and a history of exceeding quota
- 2+ years of experience successfully selling enterprise-level, multi-product, or technical platform solutions
- Working knowledge of selling and positioning technical SaaS/PaaS platforms
- Experience growing and expanding existing customer accounts in SaaS/PaaS environments
- Demonstrated ability to sell transactions of $250K+ to organizations with $500M–$1B in annual revenue, engaging VP and C-level executives
- True "hunter" mentality with experience generating net new pipeline and closing new business
- History of selling complex technical solutions to customers across distinct divisions
- History of working closely with Partnerships to drive business
- Ability to understand Contentful's API and discuss outcomes with multi-threaded relationships across C-level and highly technical individuals
- Excellent oral and written communication and presentation skills
- College degree (BA/BS)
- MEDDPICC, Value Selling, and Sandler Methodologies are a strong bonus
- Must be authorized to work without visa sponsorship
