Enterprise Account Executive - Au

Contentful; Sydney; On-site; AUD 150,000 - 320,000; Full time

Job summary

Contentful, now part of Salesforce, seeks an Enterprise Account Executive in Australia to own the full sales cycle from prospecting to closing in enterprise accounts. You will leverage MEDPICC, articulate ROI to CIO/CTO, and guide customers to digital experience transformations with Contentful’s CMS and personalization capabilities.

You’ll collaborate with cross-functional teams including BDRs, SEs, CS, and Marketing to maximize expansion and value realization for large enterprises across

Qualifications

• 4–8+ years of enterprise SaaS or PaaS sales experience.
• Expertise in MEDPICC or equivalent qualification framework.
• History of closing $150K+ transactions with large enterprises (~$1B+ revenue).
• Advanced skills in value-based selling and executive engagement.
• Deep knowledge of martech, CMS, personalization, and digital experience tech.
• Experience working with partners to land and expand.
• Strong communication, proposal development, and presentation skills.
• CMS sales experience is highly preferred.

Responsibilities

• Source, position, negotiate, and close new logo and expansion business in Australia enterprise accounts.
• Develop robust account strategies and pipeline informed by Martech/DXP landscape.
• Document MEDPICC sales process throughout the cycle and ensure forecast accuracy.
• Lead value-based consultative engagements with C-level executives.
• Develop compelling proposals, business cases, ROIs, and commercial constructs.
• Manage RFI/RFQ processes with internal and client teams.
• Drive land-and-expand, cross-sell and upsell motions with Sales/CS/Partners.
• Collaborate with Sales Engineers and Solution Architects to unblock technical challenges.

Skills

Enterprise SaaS sales

MEDPICC

C-level engagement

Value-based selling

CMS/DXP knowledge

Partner ecosystem

Quota overachievement

Negotiation

CRM (Salesforce)

Tools

Salesforce CRM

Job description

About The Opportunity

Building on the success of our Australia-based sales team, Contentful is expanding our Enterprise Account Executive team across Australia As an Enterprise Account Executive, you will drive Contentful’s growth by leading the full end-to-end sales cycle—from prospecting to closing—across both new and existing enterprise accounts ($1B+). In this highly consultative role, you’ll drive new revenue, customer enablement initiatives, and act as a trusted advisor to both technical and business stakeholders. This position requires a deep understanding of the Martech/DXP ecosystem, CMS platforms, and content personalization, as well as mastery of value-based selling and MEDPICC-driven enterprise sales processes.

Partnering with Business Development, Customer Success, Solutions Engineering, and Marketing, you’ll nurture relationships and guide enterprises to realize the full value of Contentful, ensuring that business objectives are met and digital experiences are transformed.

What To Expect?

• Source, position, negotiate, and close new logo and expansion business ($50K- $1M++ ACV) in Australia enterprise accounts, leveraging strong knowledge of Martech, DXP, CMS, and personalization/experience platforms.
• Consistently meet or exceed quarterly and annual sales goals by developing robust account strategies, developing pipeline, informed by in-depth understanding of the Martech and DXP landscape.
• Execute and document the MEDPICC sales methodology throughout the entire sales cycle—ensuring deals are qualified, stakeholder alignment is achieved, and forecast accuracy is maintained.
• Lead value-based consultative sales engagements, clearly articulating customer ROI and business outcomes to C- Level Executives, and mapping Contentful solutions to digital transformation priorities.
• Develop and present compelling proposals, tailored business cases, ROIs and commercial constructs that align to customer needs, often including complex, multi-stakeholder deal orchestration.
• Manage RFI/RFQ processes in concert with internal and client teams, ensuring solution alignment and advancing strategic enterprise opportunities.
• Refine and evolve our land-and-expand model in collaboration with Sales, Partnerships, and Customer Success teams, driving expansion, cross-sell, and upsell motions.
• Partner with Sales Engineers, Solution Architects, BDRs, Account Managers, and Customer Success throughout the sales cycle to uncover technical challenges and ensure customers achieve full value from Contentful’s platform.
• Deeply understand digital experience challenges, content workflows, and personalization requirements; use this insight to align Contentful’s capabilities with measurable business value.
• Partner with Customer Success and Marketing to ensure the successful adoption of best practices in Martech, CMS, and digital personalization within the customer base.
• Your compensation plan includes monthly and annual accelerators for over-achievement against bookings goals.

What You Need To Be Successful

• 4-8+ years 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 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 the 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 an 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.

More details about our company benefits can be found at the following link: https://www.salesforcebenefits.com.

Contentful is now officially part of Salesforce.

Unleash Your Potential

When you join Salesforce, you’ll be limitless in all areas of your life. Our benefits and resources support you to find balance and be your best, and our AI agents accelerate your impact so you can do your best. Together, we’ll bring the power of Agentforce to organizations of all sizes and deliver amazing experiences that customers love.

If you need reasonable accommodations at any point during the application or interview process, please let your Recruiter know.

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