Enterprise Account Executive - AU

About the Role

Contentful is expanding its Enterprise Account Executive team in Australia to extend its growth trajectory. The role involves managing the entire sales lifecycle—from identifying prospects to closing deals—within large enterprise accounts with revenue over $1 billion. A high level of consultative selling is required, serving as a trusted advisor to both technical and business stakeholders by leveraging expertise in Martech, Digital Experience Platforms (DXP), Content Management Systems (CMS), and content personalization.

Collaborating with teams such as Business Development, Customer Success, Solutions Engineering, and Marketing, the executive will foster partnerships to help enterprises unlock the full potential of Contentful's platform, ensuring alignment with business goals and digital transformation ambitions.

Key Responsibilities

• Identify, position, negotiate, and finalize new and expansion deals ranging from $50,000 to over $1 million annual contract value with enterprise clients in Australia, focusing on Martech, DXP, CMS, and personalization platforms.
• Achieve or surpass quarterly and yearly sales targets by devising strong account strategies and developing a pipeline informed by deep understanding of the Martech and DXP markets.
• Apply and document the MEDPICC sales methodology throughout deal progression to ensure proper qualification, stakeholder alignment, and accurate forecasting.
• Lead value-centric consultative sales engagements by communicating customer ROI and business impact to C-level executives and mapping Contentful solutions to their digital transformation priorities.
• Create and deliver tailored proposals, business cases, ROI analyses, and commercial terms, often orchestrating complex deals involving multiple stakeholders.
• Manage RFI/RFQ processes in cooperation with internal teams and clients to align on solutions and advance strategic enterprise opportunities.
• Refine and improve the land-and-expand sales model in partnership with Sales, Partnerships, and Customer Success teams to drive account growth through cross-selling and upselling.
• Collaborate throughout the sales cycle with Sales Engineers, Solution Architects, Business Development Representatives, Account Managers, and Customer Success teams to identify technical challenges and guarantee clients maximize value from Contentful’s platform.
• Gain in-depth insight into digital experience obstacles, content workflows, and personalization needs to align Contentful's offerings with tangible business benefits.
• Work with Customer Success and Marketing teams to promote adoption of best practices in Martech, CMS, and digital personalization internally and within clients.
• Compensation includes monthly and yearly accelerators rewarding performance beyond booking goals.

Qualifications and Experience

• Four to eight or more years of experience selling enterprise SaaS or PaaS products, specializing in Martech, CMS, personalization, or digital experience technology.
• Proven use of MEDPICC or comparable sales qualification frameworks to lead large, complex enterprise sales initiatives.
• Track record of consistently exceeding sales quotas, handling deals exceeding $150,000 with organizations generating over $1 billion in revenue, regularly engaging with VP and C-suite stakeholders.
• Advanced expertise in value-based and consultative selling techniques with the ability to demonstrate measurable outcomes for customers.
• Comprehensive knowledge of digital marketing technologies such as headless CMS, content personalization, customer data integration, and multichannel content delivery.
• Experience engaging with partner ecosystems to facilitate customer acquisition, expansion, and maximize value.
• History of successfully growing and expanding existing SaaS/PaaS accounts.
• Strong communications, proposal drafting, and presentation skills capable of influencing technical and business decision-makers.
• Understanding of sales-led growth approaches and enterprise software sales best practices.
• Prior experience in CMS sales is highly desirable.

Additional Information

Contentful is now a part of Salesforce. Employee benefits information is available via Salesforce resources. The company is an equal opportunity employer committed to non-discrimination based on legally protected categories, ensuring recruitment, hiring, promotion, compensation, and other employment decisions are merit-based and fair.

Applicants should be cautious of fraudulent communications pretending to be from Contentful; personal information and payments are never requested through informal or social channels. Suspected fraud should be reported to authorities and the company's security team.

Reasonable accommodations for applicants with disabilities are available upon request during the hiring process.