Mid Market Account Executive

Contentful; Dallas (TX); On-site; USD 100,000 - 133,000; Full time

Benefits offered by this job

Health insurance fully paid for you

Fertility and family benefits

Generous PTO and leave

Parental leave

Education budget

Wellbeing stipend

Monthly communication stipend

Equipment stipend

Job summary

Contentful, now part of Salesforce, is expanding its North America Mid-Market Account Executive team. You’ll own end-to-end sales—from prospecting to close—targeting mid-market and enterprise accounts, and collaborating with Customer Success to drive expansion within your defined base.

You’ll navigate complex pricing and contracts, engage VP/C-level executives, and partner with Sales Engineers to uncover opportunities, while traveling up to 25% across the region.

Qualifications

• 4+ years of B2B SaaS sales experience, including 2+ years in a closing role and a history of exceeding quota.
• 2+ years selling Enterprise level, multi-product, or technical platform solutions.
• Experience selling a technical SaaS/PaaS to prospects and customers.
• Experience expanding existing SaaS/PaaS accounts.
• MEDDPICC, Value Selling and Sandler methodologies are a bonus.
• Ability to sell transactions of $250k+ to VP/C-level across verticals; $500M–$1B revenue range.
• Hunter mentality with net-new pipeline generation and closing capability.
• Experience selling complex technical solutions across divisions (marketing, IT, sales).
• Experience working with Partnerships to drive business.
• Understand Contentful API and discuss outcomes with multi-threaded stakeholders.
• Excellent oral and written communication and presentations.
• Willingness to travel up to 25%.
• BA/BS degree required.

Responsibilities

• Position, negotiate, and close new logo and expansion business ($50-$500K ACV) in NA.
• Develop account strategy, pipeline, and sales reports to hit quarterly/annual goals.
• Prospect and grow new business with existing and prospective customers; qualify targets.
• Handle RFI/RFQ requests with internal and client teams.
• Refine and evolve land-and-expand model with Sales, Partnerships, and CS teams.
• Understand ROI and present value-based selling aligned to customer challenges.

Skills

B2B SaaS sales

Closing

Account expansion

Value-based selling

C-level engagement

Hunter mentality

Complex solutions

Partnerships collaboration

Technical SaaS/PaaS

Travel up to 25%

Communication skills

Education

BA/BS Degree

Tools

Salesforce CRM

Contentful API

Job description

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

About The Opportunity

Building on the growth our US-based sales team has already achieved, we’re expanding our Account Executive team across North America in the Mid-Market space ($100M-$1B annual revenue).

As a Mid-Market Account Executive in this critical market, you will be the point of contact for both customers and prospects. Your role is to identify and develop new sales opportunities and grow existing accounts while ensuring customers meet their business objectives with Contentful.

As an MM AE, you’ll drive Contentful’s growth by leading the end-to-end sales process from prospecting to close. You’ll drive new revenue opportunities, expansion within your customer base, and a value-based sales process by speaking the language of Professional developers, marketers, and business leaders. Working in partnership with our Customer Success team, you’ll work to nurture and grow a defined customer base within North America.

What To Expect?

• Position, negotiate, and close new logo and expansion business ($50-$500K ACV) in the North American territory
• 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
• Prospect and develop new business opportunities with existing customers and prospective customers. As part of our Value-based Sales motion, it is critical for you to be successful conducting deep Account and Industry research, identifying key players, and qualifying net new targets, to drive new business opportunities, while growing value-added relationships with key decision makers by becoming a trusted advisor
• Manage RFI/RFQ requests with Contentful’s 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 current customers 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, as well as the greater sales ecosystem (including, but not limited to Business Development Representatives, Account Managers, and Customer Success) to drive new business and retain customers
• Develop innovative proposals, position complex pricing structures, and negotiate contracts and deal-closing requirements quickly and efficiently
• Your compensation plan includes Monthly and Annual accelerators for overachievement against your bookings goals.

What You Need To Be Successful

• 4+ years of B2B SaaS sales experience - a minimum of 2 years in a closing role, with individual quota carrying experience and a history of exceeding quota
• 2+ years of experience successfully selling Enterprise level, multi-product, or technical platform solutions
• Working knowledge of selling and positioning a technical SaaS and/or PaaS platform to prospects and customers
• Experience growing and expanding existing customer accounts in a SaaS and/or PaaS environment
• MEDDPICC, Value Selling and Sandler Methodologies are a strong Bonus
• Demonstrated ability to sell transactions of $250k+ to organizations across all Verticals, between $500M and $1B in annual revenue, by engaging VP and C-Level executives
• You embody a true “hunter” mentality - you have experience generating net new pipeline and closing new business
• History of selling complex technical solutions to customers who span distinct divisions (e.g. marketing, IT, sales leadership)
• History of working closely with Partnerships to drive business
• Ability to understand the Contentful API and discuss outcomes with multi-threaded relationships across C-level stakeholders highly technical individuals
• Excellent oral and written communication and presentation skills
• Willingness to travel (up to 25%)
• College degree (BA/BS)

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 for this position is $99,500-$133,100 annually. In select cities within the San Francisco and New York City metropolitan area, the base salary range for this role is $109,500 - $146,500 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.

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

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.

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