Commerical Account Executive

About the Role

Key Responsibilities

• 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.
• Conduct research, identify key players, qualify leads to drive new business relationships, then grow value-add relationships with key decision makers by becoming a trusted advisor.
• Manage RFI/RFQ requests with Contentful 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 to drive new business and retain customers.
• Develop innovative proposals, position complex pricing structures, and negotiate contracts and deal-closing requirements quickly and efficiently.
• Work closely with Customer Success & Marketing teams to ensure that best practices of Contentful are shared and implemented with the respective customers.

Requirements

• 4+ years of B2B SaaS sales experience, with a minimum of 2 years in a closing role.
• 2+ years of experience successfully selling complex technical software.
• Experience generating pipeline and closing new business as a 'hunter'.
• Experience with a 'land-and-expand' sales model.
• Experience with a Product Lead Growth sales model is a plus.
• History of selling complex technical solutions to customers across different divisions (e.g., marketing, IT, sales leadership).
• Experience working closely with Partnerships to drive business.
• Ability to understand the Contentful API and discuss outcomes with multi-threaded relationships across C-level stakeholders and highly technical individuals.
• Excellent oral and written communication and presentation skills.
• Willingness to travel up to 25%.
• College degree (BA/BS).
• Alignment with company core values: Be Humble, Embody A Growth Mindset, Start With The Customer And Work Backwards, and Strive Together.

Nice to Have

• Experience with a Product Lead Growth sales model.

Qualifications

• College degree (BA/BS).

Benefits & Perks

• Stock Options for the opportunity to share in the success of our company.
• Comprehensive healthcare package covering 100% of monthly health premiums for employees and 85% for dependents.
• Fertility and family building benefits, including a lifetime reimbursable wallet.
• Generous paid time off including vacation, sick days, compassion days, education days, and volunteer days.
• Company paid parental leave.
• Personal annual education budget.
• Virtual and in-person events, workshops, guest speakers, and team activities.
• Annual wellbeing stipend.
• Monthly communication stipend and phone hardware upgrade reimbursement.
• New hire office equipment stipend for hybrid or distributed employees.