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Salary: USD 99,500 - 133,100 / annual
Contentful (now part of Salesforce) is seeking a Mid-Market Account Executive to drive growth across North America, focusing on organizations 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 and ensuring customers achieve their business objectives with Contentful's platform.
In this role, you will lead the end-to-end sales process from prospecting through close, managing deal sizes of $50K–$500K ACV. You'll develop account strategies, build and manage pipelines, conduct deep research on accounts and industries, and identify key decision-makers to become a trusted advisor. Working closely with Sales Engineers, Solution Architects, Business Development Representatives, Account Managers, and Customer Success teams, you'll uncover technical challenges and opportunities while refining the "land-and-expand" model.
Key responsibilities include: positioning and negotiating new logo and expansion business; meeting quarterly and annual sales goals through account strategy and pipeline management; prospecting and qualifying net new targets; managing RFI/RFQ requests; developing innovative proposals and negotiating complex pricing structures; and traveling up to 25% to engage VP and C-level executives across multiple divisions (marketing, IT, sales leadership). You'll apply value-based selling methodologies to align Contentful's ROI with customer digital experience challenges.
Contentful is a headless CMS and digital experience platform that enables developers, marketers, and business leaders to build and manage content across multiple channels. The company emphasizes work-life balance, comprehensive benefits (100% health premium coverage for employees, 85% for dependents), fertility and family-building support, generous PTO, parental leave, education budgets, and wellness stipends.
**Requirements:**
- 4+ years of B2B SaaS sales experience, with a minimum of 2 years in a closing role carrying individual quota 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
- Demonstrated ability to sell transactions of $250K+ to organizations with $500M–$1B annual revenue, engaging VP and C-level executives
- Experience growing and expanding existing customer accounts in SaaS/PaaS environments
- True "hunter" mentality with experience generating net new pipeline and closing new business
- History of selling complex technical solutions to customers across distinct divisions
- Experience working with partnerships to drive business
- Ability to understand Contentful's API and discuss outcomes with multi-threaded relationships across C-level and highly technical stakeholders
- Excellent oral and written communication and presentation skills
- Familiarity with MEDDPICC, Value Selling, and Sandler methodologies (bonus)
- Willingness to travel up to 25%
- Bachelor's degree (BA/BS)
- Must be authorized to work in the US without visa sponsorship
