Enterprise Account Executive - Contentful

Mulesoft; Sydney; On-site; AUD 180,000 - 260,000; Full time

Job summary

Salesforce in Australia seeks an Enterprise Account Executive to drive Contentful’s growth by leading the full end-to-end sales cycle—from prospecting to closing—across enterprise accounts. You will partner with Business Development, Customer Success, Solutions Engineering, and Marketing to realise measurable business value.

The role requires deep Martech, CMS, and digital experience tech knowledge, with MEDPICC-driven approach and proven quota overachievement in complex enterprise deals.

Qualifications

• Experience selling enterprise SaaS or PaaS platforms with Martech or CMS expertise.
• Proven MEDPICC sales qualification experience to structure, manage, and close large enterprise deals.
• History of closing $150K+ transactions at organizations with $1B+ revenue, with VP/C-level engagement.
• Strong value-based selling and consultative methodologies.
• Deep knowledge of digital marketing tech, including headless CMS and content personalization.
• Expertise in leveraging partner ecosystems to land and expand.
• Experience growing existing SaaS/PaaS accounts.
• Excellent proposal, presentation, and stakeholder management skills.
• Understanding of sales-led growth and enterprise software best practices.
• CMS sales experience is highly preferred.

Responsibilities

• Source, position, negotiate, and close new logo and expansion business in Australia enterprise accounts.
• Develop robust pipeline and account strategies aligned to Martech and DXP.
• Lead MEDPICC across the full sales cycle to qualify and forecast accurately.
• Articulate ROI and business outcomes to C-Level executives and map solutions to priorities.
• Develop compelling proposals, business cases, and ROIs with multi-stakeholder deals.
• Manage RFI/RFQ processes with internal and client teams.
• Drive land-and-expand with Sales, Partnerships, and Customer Success.
• Collaborate with Sales Engineers, Solution Architects, BDRs, and Account Managers.
• Understand digital experience challenges to align Contentful capabilities with value.
• Support adoption of best practices in Martech and personalization within client base.

Skills

Enterprise SaaS sales

Martech & CMS

MEDPICC framework

Quota achievement

Value-based selling

Digital marketing tech

Headless CMS

Content personalization

Partner ecosystem

Account expansion

Proposal & presentation

C-level engagement

Job description

Job Category

Sales

About Salesforce

Salesforce is the #1 AI CRM, where humans with agents drive customer success together. Here, ambition meets action. Tech meets trust. And innovation isn’t a buzzword — it’s a way of life. The world of work as we know it is changing and we're looking for Trailblazers who are passionate about bettering business and the world through AI, driving innovation, and keeping Salesforce's core values at the heart of it all.

Ready to level-up your career at the company leading workforce transformation in the agentic era? You’re in the right place! Agentforce is the future of AI, and you are the future of Salesforce.

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.

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 andbe your best, and our AI agents accelerate your impact so youcando your best. Together, we’ll bring the power of Agentforce to organizations of all sizes and deliver amazing experiences that customers love.

Accommodations

If you need a reasonable accommodation during the application or the recruiting process, please submit a request via this Accommodations Request Form.

Please note that Salesforce uses artificial intelligence (AI) tools to help our recruiters assess and evaluate candidates’ resumes and qualifications throughout the recruiting process. Humans will always make any candidate selection and hiring decisions. Please see our Candidate Privacy Statement for more information about how we use your personal data and your rights, including with regard to use of AI tools and opt out options.

Posting Statement

Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment. What does that mean exactly? It means that at Salesforce, we believe in equality for all. And we believe we can lead the path to equality in part by creating a workplace that’s inclusive, and free from discrimination. Know your rights: workplace discrimination is illegal. Any employee or potential employee will be assessed on the basis of merit, competence and qualifications – without regard to race, religion, color, national origin, sex, sexual orientation, gender expression or identity, transgender status, age, disability, veteran or marital status, political viewpoint, or other classifications protected by law. This policy applies to current and prospective employees, no matter where they are in their Salesforce employment journey. It also applies to recruiting, hiring, job assignment, compensation, promotion, benefits, training, assessment of job performance, discipline, termination, and everything in between. Recruiting, hiring, and promotion decisions at Salesforce are fair and based on merit. The same goes for compensation, benefits, promotions, transfers, reduction in workforce, recall, training, and education.