Strategic Account Executive

Kontent Group; United Kingdom; Hybrid; GBP 90,000 - 120,000; Full time

Benefits offered by this job

Flexible working hours

Work from home

Generous PTO

Job summary

Kontent.ai is seeking a UK- or NL-based expansion seller to drive expansion with our enterprise client base. This full-cycle commercial role sits within Customer Success, focused entirely on existing clients, uncovering expansion opportunities, building the business case, engaging stakeholders, and closing deals.

You will work alongside Customer Success Managers to own the commercial motion, with no cold prospecting and the chance to monetize AI-enabled content solutions for large brands.

Qualifications

• Proven full-cycle expansion or growth-sales track record in B2B SaaS.
• Experience selling to VP and C-suite levels with ROI-focused business cases.
• Ability to build and close opportunities within warm enterprise accounts.
• Strong qualification discipline (MEDDICC or equivalent) and clean pipeline hygiene.

Responsibilities

• Identify, qualify and develop expansion opportunities across existing clients: upsell, and cross sell.
• Map group and subsidiary structures within accounts and close cross-sell into affiliated entities.
• Build ROI-driven, evidence-backed business cases tied to client outcomes.
• Engage with VP/C-suite stakeholders and lead business conversations.
• Own the full commercial cycle: opportunity creation, stakeholder engagement, proposal, negotiation, close.
• Maintain pipeline discipline in Salesforce and Planhat through stages from Zero to Won.
• Partner with Solutions Engineers on demos while leading the commercial conversation.

Skills

Full-cycle expansion sales

B2B SaaS sales

Executive-level selling

MEDDICC qualification

Pipeline management

Cross-sell & upsell

Strategic account planning

Tools

Salesforce

Planhat

Job description

Kontent.ai is redefining what enterprise content management can do in the AI era. Our Agentic CMS helps global organizations create, govern, optimize, and deliver content at scale — giving business and technical teams the control, speed, and confidence they need to manage complex digital experiences.

Leading brands including WebMD Ignite, Elanco, Zurich Insurance, Transavia, and PPG use Kontent.ai to modernize content operations, improve governance, and accelerate time to market.

We are hiring a UK- or NL-based expansion seller to turn the significant, largely untapped expansion potential within Kontent.ai's large enterprise client base into revenue. This is a full-cycle commercial role within the Customer Success organization, focused entirely on existing clients, for a seller who can uncover expansion opportunities, build the business case, engage the right stakeholders, and close.

You will work alongside Customer Success Managers: they own the client relationship, and you own the commercial motion. This is a rare opportunity to work with warm enterprise logos, with no cold prospecting, and to help clients adopt and monetize a product that is moving fast into agentic AI.

About the role

This is a roving expansion role. You are deployed to the accounts with the highest expansion potential rather than a fixed portfolio. When you close, you hand back to the CSM and move to the next opportunity. The upside for you: you are always working the best opportunities, free of portfolio admin, with your compensation protected across handoffs.

• Identify, qualify and develop expansion opportunities across existing clients: upsell, and cross sell. Building Pipeline is part of the win.
• Map group and subsidiary structures within accounts, and develop and close cross-sell into affiliated entities.
• Build ROI-driven, evidence-backed business cases tied to client outcomes, not product features.
• Engage credibly and independently with VP and C-suite stakeholders, leading business conversations.
• Partner with CSMs and the CS Director to prioritize the highest-potential accounts and shape account-entry strategies.
• Run the full commercial cycle: opportunity creation, stakeholder engagement, proposal, negotiation, close.
• Own pipeline discipline in Salesforce through the Upgrade/Upsell stage-gate process (Zero Stage to Won).
• Partner with Solutions Engineers on technical demos while owning the commercial conversation yourself.
• Drive the AI ARR pipeline: translate agent value into business outcomes and build the commercial case for AI credits adoption.
• Feed market and product signals back to Product, Marketing and CS leadership.

What does success look like?

• First 6 months qualified pipeline creation minimal of USD 750k.
• USD 1M+ expansion ARR closed annually at full productivity (Year 1 ramp expected).
• Self-generated pipeline: you build it and you close it.
• Cross-sell closed into affiliated and group entities.
• Accurate Salesforce data at every stage.
• Accurate Planhat data at every stage.
• CSMs tell us your involvement accelerated deals they could not close alone.

You will thrive here if you..

• Have a proven full-cycle expansion or growth-sales track record in B2B SaaS: you build pipeline and close it, you do not just manage relationships.
• Have carried and hit a quota with lean support, comfortable operating without a dedicated SDR or SE.
• Can build an ROI business case independently, without a template.
• Sell credibly at VP and C-suite level and lead business conversations, not product ones.
• Are self-directed: you can prioritize a large opportunity space, set your own account plan and drive forward without close management.
• Work a structured qualification method (MEDDICC or equivalent) and keep clean pipeline hygiene.
• Bonus: experience in content, digital experience (DXP), composable/MACH or agentic AI. A strong advantage, and we build deep Kontent.ai product depth during onboarding.

One honest note on fit: this is a closing role, not an account-management one. If your track record is managing warm books that someone else built, this seat will not play to your strengths, and there are better ones out there for you.

With whom will you cooperate?

• CSMs: your primary partners. They brief you on the account, you run the commercial motion. You share pipeline records and do not compete on compensation.
• CSM Director: your direct manager, involved in account prioritization and strategy.
• Solutions Engineers: available for complex technical demos, but you lead and they support.
• Sales team: adjacent, not overlapping. They own new logos, you own existing clients. Cross-sell into known subsidiaries stays with you.
• Marketing and Deal Desk: your sources of proof points, collateral, AI adoption assets and contract execution.

Balancing your professional and personal life can be tricky. We want to help you strike the right balance between both of them without having to compromise either one. That’s why we offerflexible working hours,working from home,anda generous PTOso that you can get in touch with your inner social butterfly. We value loyalty, celebrate employees’ anniversaries, and provide a sabbatical leave to unplug and recharge.

Health is a priority

We take the health and happiness of our employees seriously. We providehealthy snacks at the office and provide flexible working hours. We also offer yoga lessons in our HQ to help your body (and mind) relax when you need to recharge your batteries. Or you can take part insports eventswith your coworkers—whether that means playing football, badminton, or squash. And if you get sick? No worries! We providesick days so you can take care of yourself when you need it.

We learn every day

We believe that a growth mindset is the real key to success. That’s why we dedicate 20% of our working time to education and innovations so that each employee can thrive in their career—from attending conferences and running internal workshops to borrowing books from our company library and gaining professional certifications. The icing on the cake? We also have a native English teacher who helps us improve our language skills.