Enterprise Account Executive

About the role

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. Focus for this role is financial services companies.
• 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.

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 track record of selling enterprise solutions into either the Financial Services or Healthcare/Life Sciences sectors.
• 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.

Additional information

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.

Pay and benefits

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 - $164,850 annually. In select cities within the San Francisco and New York City metropolitan area, the base salary range for this role is $109,500 - $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

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. Apply today to not only shape the future - but to redefine what's possible - for yourself, for AI, and the world.