Enterprise Account Executive - DACH (f/m/d) - job 1 of 2

To qualify for the Enterprise Account Executive - DACH position at Contentful, you should possess a minimum of 4 years of experience in selling technical platforms, specifically in a SaaS or PaaS environment. You’ll need strong quota-carrying experience and familiarity with managing existing accounts as well as developing new leads. Additionally, fluency in German is essential, along with a proven track record of successfully selling high-value transactions.

The key responsibilities of the Enterprise Account Executive - DACH at Contentful include leading the sales process from prospecting through to closing, managing relationships with existing clients, and identifying upsell opportunities. You’ll also need to develop a strategic pipeline, understand customer challenges, collaborate with internal teams, and deliver presentations. Furthermore, you will negotiate contracts and ensure a seamless onboarding experience for clients.

To stand out as a candidate for the Enterprise Account Executive - DACH role at Contentful, highlight your previous experience working with enterprise-level accounts and your expertise in the DACH market. Demonstrating your ability to close high-value deals, articulate the value of complex technical solutions, and your collaborative approach to working with cross-functional teams will set you apart. Familiarization with the CMS landscape is a plus!

During the application process for the Enterprise Account Executive - DACH position at Contentful, you can expect a thorough evaluation of your skills and experience by our recruitment team. We aim to foster an inclusive environment, so feel free to share any accommodations you may need. After submitting your application, a member of our team will reach out to discuss your background and the role in greater detail.

As an Enterprise Account Executive - DACH at Contentful, you’ll enjoy various growth opportunities within our vibrant company culture. You’ll have access to an annual education budget to further your skills and advance your career. Additionally, as you contribute to our expanding client base, the potential for upward movement into senior sales leadership roles is significant as you help drive our mission to reshape digital content management.

When discussing your sales process as an Enterprise Account Executive, it’s important to explain how you initiate contact with potential clients, qualify leads, conduct needs assessments, and present tailored solutions. Discuss your approach to nurturing relationships and closing deals, highlighting any consultative selling techniques you employ, and remember to include how you collaborate with internal teams throughout this process.

To penetrate the DACH market effectively, I would first conduct comprehensive research on industry trends and customer needs specific to this region. I’d leverage existing relationships within my network, collaborate with local marketing teams, and utilize targeted outreach to reach potential customers. Additionally, I would ensure all communications and materials are culturally relevant and in German to foster stronger connections.

Handling objections starts with active listening and empathy towards the client's concerns. I would invite the client to elaborate on their objections and respond with well-researched solutions that align with Contentful’s value proposition. By reframing objections as opportunities to clarify and strengthen our offering, I’ve been able to guide potential clients toward making informed decisions.

In a previous role, I successfully expanded an existing customer account by first establishing a strong rapport with the key stakeholders. After understanding their evolving needs, I proposed additional services that aligned with their strategic goals. By providing ongoing support and showcasing our success metrics, I secured a contract extension and additional budget, resulting in a satisfactory outcome for both parties.

To measure my sales performance, I rely on a mix of quantitative and qualitative metrics. Key performance indicators include sales growth and quarterly sales targets, the number of new client acquisitions, and retention rates. I also assess the quality of my client interactions, noting feedback to adjust strategies as necessary and ensure optimal customer satisfaction.

When conducting a technical product demonstration for non-technical stakeholders, my approach would be to emphasize the business value rather than the technical details. I aim to simplify complex concepts through relatable comparisons and to focus on solving the audience's pain points. Engaging the audience with interactive elements and inviting questions can also foster understanding and connection.

In my experience with consultative selling, I prioritize understanding the client’s unique challenges and objectives before presenting a tailored solution. By fostering a dialogue, I build trust and align our products with their needs, which not only enhances the value of the relationship but often leads to upselling opportunities. I focus on establishing clear communication and long-term partnerships.

To stay informed about industry trends and competitors, I engage with relevant publications, attend industry conferences, and participate in webinars. Additionally, I actively network with peers in the industry and engage in community discussions on platforms like LinkedIn. This ongoing learning enhances my ability to strategize effectively within the ever-evolving sales landscape.

I have extensive experience utilizing CRM tools like Salesforce and HubSpot for managing sales pipelines and tracking client interactions. I ensure accurate data entry to leverage reporting features for sales forecasting, which aids in setting realistic targets and identifying growth opportunities. My familiarity with these tools allows for efficient management of workflows and enhances collaboration with team members.

I am excited about the opportunity to work for Contentful because of its commitment to innovation and inclusion. I genuinely admire how Contentful empowers organizations with its intelligent composable content platform. As a technology enthusiast, I believe that my experience and skills align perfectly with the company’s mission, and I’m eager to contribute to reshaping digital experiences while growing professionally in a supportive environment.