Mid-Market Account Executive

Mid-Market Account Executive Join Contentful as a Mid-Market Account Executive. Building on the growth achieved by our Australia/New Zealand based sales team, we’re expanding our Account Executive team across ANZ in the MidMarket space with clients generating $100M-$1B in annual revenue. About the opportunity As a Mid-Market Account Executive, you will be the point of contact for both 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. You’ll drive Contentful’s growth by leading the end-to-end sales process from prospecting to close, managing new revenue opportunities, expansion within the customer base, and delivering value‑based sales presentations to professional developers, marketers, and business leaders. Working in partnership with our Customer Success team, you’ll nurture and grow a defined customer base in Australia and New Zealand. Responsibilities Position, negotiate, and close new logo and expansion business ($50-$500K ACV) in the ANZ territory. Meet quarterly and annual sales goals by developing an account strategy, 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 existing and prospective customers through deep account and industry research, identifying key players, and qualifying net new targets. Manage RFI/RFQ requests with Contentful’s 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 current customers, aligning the ROI of Contentful with those challenges. Work closely with Sales Engineers and Solution Architects to uncover technical challenges and opportunities, and the greater sales ecosystem. Develop innovative proposals, position complex pricing structures, and negotiate contracts and deal‑closing requirements efficiently. Benefit from a compensation plan that includes monthly and annual accelerators for over‑achievement against booking goals. Qualifications 4+ years of B2B SaaS sales experience, including at least 2 years in a closing role with 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 or PaaS platform. Experience growing and expanding existing customer accounts in a SaaS/PaaS environment. Demonstrated ability to sell transactions of $100k+ to organizations with $100M-$1B annual revenue, engaging VP and C‑Level executives. A true "hunter" mentality – generating net new pipeline and closing new business. History of selling complex technical solutions across distinct divisions such as marketing, IT, and sales leadership. Experience with Value Selling and the 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. Excellent oral and written communication and presentation skills. Willingness to travel up to 25%. College degree preferred. Benefits Join an ambitious tech company reshaping how people build digital experiences. Healthcare packages and time‑off programs available through Remote.com or your contracting agency. Full‑time employees receive Stock Options. A personal education budget to grow your skills and career. Access to full range of virtual and in‑person events, workshops, guest speakers, and team activities. An annual wellbeing stipend to care for your health. Monthly communication phone/internet stipend and phone hardware upgrade reimbursement. New‑hire office equipment stipend for hybrid or distributed employees. Who we are Contentful is a leading digital experience platform that helps modern businesses meet the demand for engaging, personalized content at scale. By blending composability with native AI capabilities, Contentful enables dynamic personalization, automated content delivery, and real‑time experimentation, powering next‑generation digital experiences across brands, regions, and channels for more than 4,200 organizations worldwide. More than 700 people from over 70 nations contribute their energy and creativity to Contentful, working from hubs in Berlin, Denver, San Francisco, London, New York, and worldwide distributed locations. Equal Opportunity Employer Everyone is welcome here At Contentful, we strive to create an inclusive environment that empowers our employees. We believe that our products and services benefit from diverse backgrounds and experiences, and we are proud to be an equal‑opportunity employer. All qualified applications will receive consideration for employment without regard to race, color, national origin, religion, sexual orientation, gender, gender identity, age, physical disability, or length of time spent unemployed. We invite you to apply and join us If you need reasonable accommodations at any point during the application or interview process, please let your recruiting coordinator know. We do not ask for personal information such as bank account numbers or identification through social media or chat‑based apps, and we do not request or send money for the purchase of business equipment. If you suspect fraud, please report it to local authorities or reach out to us at #J-18808-Ljbffr