Enterprise Account Executive

Xapply; United States; On-site; USD 135,000 - 181,000; Full time

Benefits offered by this job

Comprehensive health care package

Fertility and family building benefits

Work-Life balance and generous PTO

Parental leave

Education budget for skill growth

Wellbeing stipend

Equipment and tech stipend

Job summary

Contentful is expanding its Enterprise Account Executive team across North America. You will own the full sales cycle from prospecting to closing, targeting $50K to $1M+ ACV in large enterprise accounts.

You will partner with BD, CS, Solutions Engineering, and Marketing to drive value-based selling, articulate ROI to executives, and map Contentful solutions to strategic digital transformation priorities.

Qualifications

• 4–8+ years selling enterprise SaaS or PaaS platforms.
• Demonstrated experience using the MEDPICC sales qualification framework.
• History of quota overachievement, closing $150K+ transactions with $1B+ revenue orgs.

Responsibilities

• Source, position, negotiate, and close new logo and expansion business in NA enterprise accounts ($50K-$1M+ ACV).
• Develop robust account strategies and pipeline informed by Martech/DXP landscape.
• Execute MEDPICC throughout the sales cycle with qualified deals and stakeholder alignment.
• Lead value-based consultative engagements with CIOs/VPs to map Contentful solutions to business goals.
• Develop compelling proposals, business cases, ROIs, and multi-stakeholder deals.
• Manage RFI/RFQ processes and coordinate with internal/client teams.
• Refine land-and-expand model with Sales, Partnerships, and Customer Success.
• Collaborate with Sales Engineers, Solution Architects, and Account Managers to uncover tech challenges.
• Understand digital experience challenges and align capabilities to measurable business value.
• Support customer success and marketing to drive best practices in Martech and personalization.
• Annual accelerators for over-achievement and 30% travel to customer sites.

Skills

Enterprise SaaS sales

MEDPICC framework

Value-based selling

C-level engagement

Cross-functional collaboration

Strong communication

Job description

Applications for this position will be accepted on an ongoing basis.

About The Opportunity

Building on the success of our US-based sales team, Contentful is expanding our Enterprise Account Executive team across North America. 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 North American 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.
• 30% Travel expected

What You Need To Be Successful

• 4-8+ years 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 experience in CMS sales is highly preferred.

What's In It For You?

• Join an ambitious tech company reshaping the way people build digital experiences
• Comprehensive healthcare package covering 100% of monthly health premiums for employees and 85% of costs for your dependents.
• Fertility and family building benefits, including a lifetime reimbursable wallet to support your growing family.
• We value Work-Life balance and You Time!A generous amount of paid time off, including vacation days, sick days, compassion days for loss, education days, and volunteer days
• Company paid parental leave to care for and focus on your growing family
• Use your personal annual education budget to improve your skills and grow in your career
• Enjoy a full range of virtual and in-person events, including workshops, guest speakers, and fun team activities, supporting learning and networking exchange beyond the usual work duties
• An annual wellbeing stipend to care for your physical, financial, or emotional health
• A monthly communication stipend and phone hardware upgrade reimbursement.
• New hire office equipment stipend for hybrid or distributed employees. Get the gear you need to work at your best.

At Salesforce, we believe in equitable compensation practices that reflect the dynamic nature of labor markets across various regions. The typical base salary range in New York for this position is $135,300-$181,000 annually.

Your recruiter can share more about the specific salary range for the job location during the hiring process. The range represents base salary only, and does not include company bonus, incentive for sales roles, equity or benefits, as applicable.

This position is not eligible for visa sponsorship. Applicants must be authorized to work without the need for visa sponsorship by the start date of employment.

Contentful is now officially part of Salesforce.

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