Mid Market Account Executive

About the opportunity

Building on the growth already achieved by our Emerging Markets sales team, we’re seizing the opportunity to grow our Account Executive team throughout APAC, in the MidMarket space.  $100M-$1B annual revenue

As a Mid-Market Account Executive in this critical market, you will be the point of contact for prospects. Your role is to identify and develop new sales opportunities while ensuring customers meet their business objectives with Contentful

As an MM AE, you’ll drive Contentful’s growth by leading the end-to-end sales process from prospecting to close, driving new revenue opportunities within your customer base, and leading a value-based sales process by speaking the language of Professional developers, marketers, and business leaders.

What to expect?

• Position, negotiate, and close new logo ($50-$500K ACV) in the APAC 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 prospective customers. As part of our Value-based Sales  motion, it is critical for you to be successful in conducting deep Account and Industry research, identifying key players, and qualifying net new targets, to drive new business opportunities, while  growing value-added relationships with key decision makers by becoming a trusted advisor

• Manage RFI/RFQ requests with Contentful’s internal and customer teams

• Seek to understand the digital experience challenges of prospects 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 within the broader sales ecosystem (including, but not limited to, Business Development Representatives, Account Managers, and Customer Success) to drive new business.

• Develop innovative proposals, position complex pricing structures, and negotiate contracts and deal-closing requirements quickly and efficiently

• Your compensation plan includes Monthly and Annual accelerators for overachievement against your booking goals.

What you need to be successful?

• 4+ years of B2B SaaS sales experience - a minimum of 2 years in a closing role, with individual quota carrying experience and a history of exceeding quota

• 3+ years of experience successfully selling to Mid Market  level,  multi-product, or technical platform solutions

• Working knowledge of selling and positioning a technical SaaS and/or PaaS platform to prospects and customers

• Experience growing and expanding existing customer accounts in a SaaS and/or PaaS environment

• Demonstrated ability to sell transactions of $100k+ to organizations with $100M to $1B in annual revenue, with experience engaging VP and C-Level executives

• You embody a true “hunter” mentality - you have experience generating net new pipeline and closing new business

• History of selling complex technical solutions to customers who span distinct divisions (e.g., marketing, IT, sales leadership)

• Experience with Value Selling and MEDDPICC qualification process

• Martech experience preferred

• History of working closely with Partnerships to drive business

• Ability to understand the Contentful 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 preferred

What's in it for you? 

• Join an ambitious tech company reshaping the way people build digital experiences

• Full-time employees receive Stock Options for the opportunity to share ownership and the success of our company

• We value Work-Life balance and You Time! A generous amount of paid time off, including vacation days, education days, and volunteer days

• Access to our Employee Assistance Program (EAP) for information, support, discussion, and counseling for life’s challenges

• Use your personal education budget to improve your skills and grow in your career. Join a free German class or one of our many internal learning initiatives!

• Use your physical fitness budget to get away from your desk and support your physical wellness

• Enjoy a full range of virtual events, including workshops, guest speakers, and fun team activities, supporting learning and networking exchange beyond the usual work duties 

• A monthly phone/internet stipend and phone upgrade reimbursement after 2 years

• Plus, Contentful socks! And other amazing swag as part of company events. Oh yeah