About the opportunity
Building on the growth already achieved by our US-based sales team, we’re looking to grow our Account Executive team in this location.
As a Territory Account Executive, you’ll drive growth by leading the end-to-end sales process from prospecting to close. You’ll be instrumental in driving new revenue opportunities, customer enablement initiatives, and leading a consultative sales process by speaking the language of both professional developers and business leaders. Working in partnership with our Customer Success team, you’ll nurture and grow a regional customer base in the East, Midwest, and Southeast US regions.
As an Account Executive in this critical market, you will be the local point of contact for customers and prospects. Your role is to identify and develop new sales opportunities and grow existing accounts while ensuring customers meet their business objectives with Contentful.
What to expect?
Position, negotiate, and close new business ($50-500K ACV) in the North American East Coast territory, while concurrently spearheading expansion opportunities with existing clients.
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. Conduct research, identify key players and qualify inbound leads to drive new business relationships. Then sustain value-add relationships with key decision-makers by becoming a trusted advisor.
Manage RFI/RFQ requests with 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 clients 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.
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 at the respective customers.
What you need to be successful?
5+ years of B2B SaaS sales experience - a minimum of 3 years in a closing role
2+ years of experience successfully selling complex technical software
Experience with a “land-and-expand” sales model
History selling complex technical solutions to customers who span distinct divisions (e.g. marketing, IT, sales leadership)
Ability to understand the organization API and discuss outcomes with multi-threaded relationships across C-level stakeholders highly technical individuals
Excellent oral and written communication and presentation skills
Willingness to travel (up to 25%)
College degree (BA/BS)
What’s in it for you?
Join an ambitious tech company reshaping the way people build digital products
Health, vision, and dental insurance
Generous time-off policy that rivals the best companies in tech
We set you up for success, equipping you with the latest and greatest hardware
Use your personal education budget to improve your skills and grow in your career, with extra days off