Enterprise SaaS Account Executive — MEDPICC Expert

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

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