Mid Market Account Executive - BNL (f/m/d)

Contentful; Germany; On-site; EUR 70,000 - 110,000; Full time

Job summary

Contentful is seeking a Mid-Market Account Executive to drive growth in the BNL region by leading end-to-end sales with top-tier clients. You’ll engage professional developers and business leaders, uncover ROI, and collaborate with partnerships and customer success teams in a consultative sales process.

The role involves building pipeline through outbound motion, expanding existing accounts, and achieving quota.

Qualifications

• 3+ years of experience selling a technical platform (SaaS) to mid-market / enterprise accounts.
• 1+ years of individual quota-carrying experience.
• 1+ years of growing and expanding existing customer accounts.
• Demonstrated ability to close $60-100k+ opportunities.
• Ability to generate own pipeline with outbound strategies.

Responsibilities

• Self-generation of the pipeline through outbound motions with marketing and BDR teams.
• Drive expansion opportunities with existing clients in the region.
• Grow existing accounts using a land-and-expand approach.
• Meet quarterly and annual sales goals with account strategy and pipeline management.
• Prepare and deliver sales proposals, pricing, and contract negotiations.
• Collaborate with Sales Engineers and Solutions Architects to address technical challenges.

Skills

SaaS sales

Outbound prospecting

Account expansion

Deal closing

Pipeline management

Job description

About The Opportunity

As a Mid-Market Account Executive - BNL (f/m/d), you’ll drive Contentful’s growth by leading the end-to-end sales process with our top-tier clients. You’ll be instrumental in driving adoption and engagement, finding new revenue opportunities, and creating customer enablement initiatives within a few named accounts. You’ll work closely with our partnership and customer success team to lead a consultative sales process by speaking to professional developers and business leaders in the BNL markets. This role will require you to be in our Central London office 2 or 3 times a week.

What To Expect?

• Self-generation of the pipeline through outbound motions in conjunction with marketing and BDR teams to help create new opportunities in regional accounts
• Drive expansion opportunities with existing clients in the BNL territory.
• Grow existing accounts by leveraging relationships and following our comprehensive “land and expand” sales model
• Meet quarterly and annual sales goals by developing an account strategy and pipeline, managing internal and client processes, maintaining sales reports, developing market and competitor knowledge, delivering presentations to customers, and creating sales proposals
• Manage RFI/RFQ requests with Contentful internal and customer teams
• Refine and evolve our "land-and-expand" model in collaboration with Sales, Partnerships, and Customer Success teams
• Seek to understand the digital experience challenges of prospects and clients while aligning the ROI of Contentful with those challenges to ensure a value-based selling approach
• Work closely with Sales Engineers and Solution Architects to uncover technical challenges and opportunities
• Develop innovative proposals, position complex pricing structures, and negotiate contracts and deal-closing requirements quickly and efficiently
• Work closely with customer success & marketing teams to ensure that best practices of Contentful are shared and implemented at the respective customer

What Do You Need To Be Successful?

• 3+ years of experience selling a technical platform working as a Sales Development Representative (SDR), Business Development Representative (BDR), and/or Account Executive
• 1+ years of individual quota-carrying experience
• 1+ years of growing and expanding existing customer accounts
• Demonstrated expertise in closing $60-100k+ opportunities
• Ability to drive your own pipeline generation with outbound capabilities

Nice To Have:

• Experience working with Partner ecosystems to work with customers.
• Understanding and experience working in product-led growth sales motions
• Fluent Dutch language skills

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

Contentful is now officially part of Salesforce.

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

Equal Opportunity 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.

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