Enterprise Account Executive - Contentful

Leadout Capital; Sydney; On-site; AUD 180,000 - 280,000; Full time

Job summary

Contentful is expanding its Enterprise Account Executive team across Australia. You will drive end-to-end enterprise sales, from prospecting to closing, in $50K to $1M+ ACV Australian accounts, partnering with cross‑functional teams to deliver measurable ROI and digital transformation.

You will engage with CIO/CMO stakeholders, articulate business value, and lead complex, multi‑stakeholder deals within the Martech/DXP ecosystem and content personalization space.

Qualifications

• Experience selling enterprise SaaS or PaaS platforms to large organizations.
• Demonstrated use of MEDPICC or equivalent to structure and close complex deals.
• History of meeting or exceeding quotas, including multi‑hundred thousand transactions.
• Advanced skills in value‑based and consultative selling with measurable ROI.
• Deep knowledge of digital marketing tech: headless CMS, personalization, analytics.

Responsibilities

• Source, position, negotiate, and close new logo and expansion business in Australian enterprise accounts.
• Lead value-based consultative engagements with CTOs, CMOs, and other executives.
• Develop compelling business cases, ROIs, and commercial structures for complex deals.
• Coordinate with cross‑functional teams to map Contentful to customer digital transformation goals.
• Manage RFI/RFQ processes and drive land-and-expand motions with partners.

Skills

Enterprise SaaS sales

MEDPICC methodology

Quota attainment

Value-based selling

CMS/DXP knowledge

C-level engagement

Cross-functional collaboration

Land-and-expand

Job description

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

• 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 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.