Mid-Market Account Executive

About the opportunity

Building on the growth already achieved by our Australia/New Zealand based sales team, we’re seizing the opportunity to grow our Account Executive team throughout ANZ, in the Mid Market space. $100M-$1B annual revenue

As a Mid-Market Account Executive in this critical market, 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

As a MM AE, you’ll drive Contentful’s growth by leading the end-to-end sales process from prospecting to close. You’ll be instrumental in driving new revenue opportunities, expansion within your customer base, and leading a value-based sales process by speaking the language of Professional developers, Marketers and business leaders. Working in partnership with our Customer Success team, you’ll work to nurture and grow a defined customer base within Australia and New Zealand.

This role is hybrid and to be based in Sydney.

• 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, 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 existing customers and prospective customers. As part of our Value-based Sales motion, it is critical for you to be successful 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
• 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 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 the greater sales ecosystem (including, but not limited to Business Development Representatives, Account Managers, and Customer Success) to drive new business and retain customers
• 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 over achievement against your bookings goals.

• 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

• Join an ambitious tech company reshaping the way people…