Mid Market Account Executive

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 over achievement against your bookings goals.

What You Need To Be Successful4+ 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 quota2+ 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 environmentMEDDPICC, 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…