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About the Role
Contentful is expanding its Enterprise Account Executive team across Australia. This role drives growth by leading the full end-to-end sales cycle for enterprise accounts ($1B+), acting as a trusted advisor to technical and business stakeholders. It requires a deep understanding of the Martech/DXP ecosystem, CMS platforms, and content personalization, along with mastery of value-based selling and MEDPICC-driven enterprise sales processes. You will partner with various teams to nurture relationships and guide enterprises in realizing Contentful's full value.
Responsibilities
- Source, position, negotiate, and close new logo and expansion business ($50K- $1M++ ACV) in Australia enterprise accounts.
- Consistently meet or exceed quarterly and annual sales goals by developing robust account strategies and pipeline.
- 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.
- Manage RFI/RFQ processes in concert with internal and client teams.
- Refine and evolve the land-and-expand model in collaboration with Sales, Partnerships, and Customer Success teams.
- Partner with Sales Engineers, Solution Architects, BDRs, Account Managers, and Customer Success throughout the sales cycle.
- Deeply understand digital experience challenges, content workflows, and personalization requirements.
- Partner with Customer Success and Marketing to ensure the successful adoption of best practices in Martech, CMS, and digital personalization.
Requirements
- 4-8+ years selling enterprise SaaS or PaaS platforms, with expertise in Martech, CMS, personalization, or digital experience technologies.
- Demonstrated experience using the MEDPICC (or equivalent) sales qualification framework.
- History of consistent quota overachievement, including individual responsibility for closing $150K+ transactions at organizations with $1B+ in revenue.
- Frequent engagement with VP and C-level executives.
- Advanced skills in value-based selling and consultative sales methodologies.
- 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.
- Experience growing and expanding existing customer accounts within SaaS/PaaS environments.
- Strong communication, proposal development, and presentation skills.
- Understanding of sales-led growth motions and enterprise software sales best practices.
- Prior CMS sales experience is highly preferred.
Skills
- Martech
- DXP
- CMS
- Content Personalization
- Value-based selling
- MEDPICC
- Consultative sales
- Headless CMS
- Customer data integration
- Cross-channel content delivery
- Partner ecosystem management
- Sales-led growth
Location
- Australia
Work Type
- Full-time
Experience Level
- 4-8+ years
Benefits
- Monthly and annual accelerators for over-achievement against bookings goals.
- Benefits and resources support balance and well-being.
- AI agents accelerate impact.
About the Company
- Contentful is expanding its Enterprise Account Executive team across Australia.
- Contentful is now officially part of Salesforce.
- When you join Salesforce, you’ll be limitless in all areas of your life.
- Together, we’ll bring the power of Agentforce to organizations of all sizes and deliver amazing experiences that customers love.
Equal Opportunity
- Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment.
- Salesforce believes in equality for all and creating a workplace that’s inclusive, and free from discrimination.
- Any employee or potential employee will be assessed on the basis of merit, competence and qualifications – without regard to race, religion, color, national origin, sex, sexual orientation, gender expression or identity, transgender status, age, disability, veteran or marital status, political viewpoint, or other classifications protected by law.
- This policy applies to current and prospective employees, no matter where they are in their Salesforce employment journey.
- It also applies to recruiting, hiring, job assignment, compensation, promotion, benefits, training, assessment of job performance, discipline, termination, and everything in between.
- Recruiting, hiring, and promotion decisions at Salesforce are fair and based on merit.
- The same goes for compensation, benefits, promotions, transfers, reduction in workforce, recall, training, and education.