Strategic Account Executive at Contentful in Denver, Colorado, United States

Job description

• As a Strategic Account Executive for the North American region, you’ll drive Contentful’s growth by spearheading the end-to-end sales process from prospecting to closing in a set of strategic prospects and customers with growth potential. You’ll be instrumental in driving net new revenue and uncovering upsell opportunities with existing and new Customers. You’ll drive Customer enablement initiatives and follow a consultative sales process by speaking the language of both professional technologists and business leaders. Working in partnership with a dedicated strategic team of Customer Experience, BDR, Solution Engineering alongside Partnerships and Marketing teams, you’ll foster and grow a North American Customer base with global presence that exemplifies strategic importance.
• 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.

Responsibilities

• Build strategic account plans for complex, multinational organizations, and execute against that plan with a dedicated team.
• Seek to identify the digital experience problems of prospects and customers while aligning the ROI of Contentful with those difficulties to ensure a value based selling approach.
• Meet quarterly and annual sales goals by developing an account strategy and pipeline, overseeing internal and client processes, maintaining sales reports, developing market and competitor knowledge, delivering presentations to Customers, and creating sales proposals.
• Collaborate with a dedicated BDR to prospect and develop new business opportunities across a strategic account list. Conduct research, identify key players, and execute with a value story.
• Collaborate with a dedicated Solution Engineer to inspire and uncover opportunities and pave the way for solid expansion. Securing the tech win.
• Collaborate with dedicated Customer Success professionals, to deeply understand and align on the customers goals, execute against them and map out a growth path.
• Align with critical SI and Tech partners to drive the Contentful value story alongside theirs.
• Work with the wider GTM team, including field and partner marketing
• Position, negotiate, and close both new and expansion opportunities.
• Oversee RFI/RFQ requests.
• Refine and evolve our strategic sales model
• Develop proposals, position complex pricing structures and negotiate contracts and deal-closing requirements efficiently.
• 30% Travel expected
• No in-office requirements

Requirements

• 7-10+ years of experience selling enterprise SaaS or PaaS platforms, with expertise in Martech, CMS, personalization, or digital experience technologies.
• 3+ years of experience selling across North America.
• Proven experience in expanding large multinational accounts.
• Working knowledge of selling and positioning to customers a technical SaaS and/or PaaS platform, and orchestrating an internal team to win.
• Demonstrated experience using the MEDPICC (or equivalent) sales qualification framework to structure, manage, and close large, complex enterprise deals.
• 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.
• Strong communication, proposal development, and presentation skills, with an ability to engage and influence both technical and business decision-makers.
• Prior experience in CMS sales is highly preferred.
• Demonstrated knowledge of how to sell transactions of $300K+ to organizations with $5b+ in revenue and frequent engagement with VP and C-level executives.

Skills

Preferred

• Prior experience in CMS sales

Benefits

• Join an ambitious tech company reshaping the way people build digital experiences
• Comprehensive healthcare package covering 100% of monthly health premiums for employees and 85% of costs for your dependents.
• Fertility and family building benefits, including a lifetime reimbursable wallet to support your growing family.
• We value Work-Life balance and You Time! A generous amount of paid time off, including vacation days, sick days, compassion days for loss, education days, and volunteer days
• Company paid parental leave to care for and focus on your growing family
• Use your personal annual education budget to improve your skills and grow in your career
• Enjoy a full range of virtual and in-person events, including workshops, guest speakers, and fun team activities, supporting learning and networking exchange beyond the usual work duties
• An annual wellbeing stipend to care for your physical, financial, or emotional health
• A monthly communication stipend and phone hardware upgrade reimbursement.
• New hire office equipment stipend for hybrid or distributed employees. Get the gear you need to work at your best.
• 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 $141,550-$189,350 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.