Enterprise Account Executive

Seattle, WA

Contentful is expanding its Enterprise Account Executive team across North America. This role involves driving the full end‑to‑end sales cycle for new and existing enterprise accounts ($1B+), delivering consultative value, and acting as a trusted advisor to technical and business stakeholders.

In this highly consultative role, you’ll drive new revenue, customer enablement initiatives, and collaborate with Business Development, Customer Success, Solutions Engineering, and Marketing to nurture relationships and guide enterprises in realizing the full value of Contentful.

• Source, position, negotiate, and close new logo and expansion business ($50 K–$1 M++ ACV) in North American enterprise accounts.
• Consistently meet or exceed quarterly and annual sales goals by developing robust account strategies and pipelines informed by a deep understanding of the Martech and DXP landscape.
• Execute and document the MEDPICC sales methodology throughout the entire sales cycle.
• Lead value‑based consultative sales engagements, articulating customer ROI and business outcomes to C‑Level executives.
• Develop and present compelling proposals, tailored business cases, ROIs, and commercial constructs for complex, multi‑stakeholder deals.
• Manage RFI/RFQ processes with internal and client teams to ensure solution alignment.
• Refine and evolve the land‑and‑expand model with Sales, Partnerships, and Customer Success teams.
• Partner with Sales Engineers, Solution Architects, BDRs, Account Managers, and Customer Success to uncover technical challenges and ensure full value realization.
• Deeply understand digital experience challenges, content workflows, and personalization requirements to align Contentful’s capabilities with measurable business value.
• Collaborate with Customer Success and Marketing to ensure successful adoption of best practices in Martech, CMS, and digital personalization.
• Earn a compensation plan that includes monthly and annual accelerators for over‑achievement against bookings goals.

• 4–8+ years selling enterprise SaaS or PaaS platforms, with expertise in Martech, CMS, personalization, or digital experience technologies.
• Demonstrated experience using MEDPICC (or equivalent) to structure, manage, and close large, complex enterprise deals.
• History of consistent quota over achievement, including individual responsibility for closing $150 K+ transactions at $1 B+ revenue organizations and frequent engagement with VP and C‑Level executives.
• Advanced skills in value‑based selling and consultative 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 delivery.
• Expertise in working within a partner ecosystem to land, expand, and drive customer value.
• Experience growing and expanding existing customer accounts in SaaS/PaaS environments.
• Strong communication, proposal development, and presentation skills for influencing 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.

• Join an ambitious tech company reshaping digital experience creation.
• Full‑time employees receive Stock Options.
• Comprehensive healthcare package covering 100 % of monthly premiums for employees and 85 % for dependents.
• Fertility and family‑building benefits, including a lifetime reimbursable wallet.
• Generous paid time off: vacation, sick, compassion, education, and volunteer days.
• Company‑paid parental leave.
• Annual personal education budget.
• Virtual and in‑person events, workshops, guest speakers, and team activities.
• An annual wellbeing stipend.
• Monthly communication stipend and phone hardware upgrade reimbursement.
• New‑hire office equipment stipend for hybrid or distributed employees.

Washington Salary: $247,000–$290,000 (50/50 split). Position eligible for equity awards, annual bonuses, short‑ and long‑term incentives, and program‑specific awards in accordance with Contentful’s variable…