As a Territory Account Executive, you’ll drive Contentful’s growth by leading the end-to-end sales process from prospecting to close. You’ll be instrumental in driving net new revenue and uncovering upsell opportunities with existing and new Customers. You’ll lead Customer enablement initiatives and follow a consultative sales process by speaking the language of both professional developers and business leaders. Working in partnership with our Customer Experience and Marketing teams, you’ll nurture and grow a regional Customer base in the Rest of the World region (including Spain, Iberia, Middle East and APAC).

What you need to be successful?

• 4+ years of B2B SaaS sales experience in EMEA - a minimum of 3 years in a closing role
• 3+ years of experience successfully selling complex technical software
• Professional fluency in English as well as native level proficiency in Italian or Spanish
• Experience with a "land-and-expand" sales model
• Must have experience working with a territory of designated accounts within a specific region or industry.
• This role is expected to hit their goal primarily (70+%) through their own prospecting efforts with existing clients
• History selling complex technical solutions to Customers who span distinct divisions (e.g. marketing, IT, sales leadership)
• Ability to understand the Contentful APIs and discuss outcomes with multi-threaded relationships across C-level stakeholders highly technical individuals
• Excellent oral, written communication and presentation skills
• Willingness to travel (up to 25%)
• College degree (BA/BS)

• Work with our cross functional sales team to help drive new and existing Customers to different Contentful capabilities
• Position, negotiate, and close expansion opportunities with existing clients ($50-500K ACV) in the Rest of the World 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 across a dedicated territory. 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 Contentful internal and Customer teams.
• Refine and evolve our "land-and-expand" model in collaboration with Sales, Partnerships, Marketing, and Customer Experience 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 Solution Engineers 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 experience & marketing teams to ensure that best practices of Contentful are shared and implemented at the respective Customers.