Description
We are looking for an Enterprise Account Executive to drive Contentful's growth by leading the full end-to-end sales cycle across new and existing enterprise accounts ($1B+).
As an Enterprise Account Executive, you will:
- Source, position, negotiate, and close new logo and expansion business ($50K- $1M++ ACV) in Australia enterprise accounts
- Consistently meet or exceed quarterly and annual sales goals by developing robust account strategies and pipeline
- Execute and document the MEDPICC sales methodology throughout the entire sales cycle
- Lead value-based consultative sales engagements and articulate customer ROI and business outcomes to C-Level Executives
- Develop and present compelling proposals, tailored business cases, ROIs, and commercial constructs that align to customer needs
- Manage RFI/RFQ processes and ensure solution alignment and advancing strategic enterprise opportunities
- Refine and evolve our land-and-expand model in collaboration with Sales, Partnerships, and Customer Success teams
- Partner with Sales Engineers, Solution Architects, BDRs, Account Managers, and Customer Success throughout the sales cycle
- Deeply understand digital experience challenges, content workflows, and personalization requirements
- Partner with Customer Success and Marketing to ensure the successful adoption of best practices in Martech, CMS, and digital personalization within the customer base
To be successful in this role, you will need:
- Experience selling enterprise SaaS or PaaS platforms, with expertise in Martech, CMS, personalization, or digital experience technologies
- Demonstrated experience using the MEDPICC (or equivalent) sales qualification framework
- History of consistent quota overachievement and individual responsibility for closing $150K+ transactions
- Advanced skills in value-based selling and consultative sales methodologies
- 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
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