Account Executive - APAC

Contentful

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! WHO ARE WE? Contentful is a leading digital experience platform that helps modern businesses meet the growing 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 more than 70 nations contribute their energy and creativity to Contentful, working from hubs in Berlin, Denver, San Francisco, London, New York, and distributed worldwide. EVERYONE IS WELCOME HERE! “Everyone is welcome here” is a celebrated component of our culture. At Contentful, we strive to create an inclusive environment that empowers our employees. We believe that our products and services benefit from our 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 [dis]ability, 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. Please be aware of scammers who may fraudulently allege to be from Contentful. These types of fraud can be carried out through copycat websites, fake email addresses claiming to be from our company, or social media. We do not ask for your personal information, such as bank account numbers, identification numbers, etc, through social media or chat-based apps, nor do we request or send money for the purchase of business equipment. If you suspect fraud, please report it to your local authorities, as well as reach out to us at security-esk@contentful.com with any information you may have. By clicking “Apply for this job,” I acknowledge that I have read the “Contentful’s Candidate Privacy Notice” and hereby consent to the collection, processing, use, and storage of my personal information as described therein.

Miro

About the Team Australia is the hub for the APAC region at Miro, with 70 employees across the region based in Sydney, Melbourne and Singapore. This role is a Strategic (Large Enterprise) Account Executive role partnering with our State Government and Higher Education customers in NSW and QLD. The Strategic Accounts Team is at the forefront of Miro's growth strategy, partnering with the world's largest companies to drive innovation and transformation through visual collaboration. We're a high-energy, collaborative team focused on establishing Miro as a strategic platform within our customers' organisations and expanding our enterprise footprint.    About the Role  Given our recent investments in Australian data residency there is a significant opportunity to grow and acquire customers across the territory fuelled by ongoing government investment in digitisation and innovation. As a Strategic Account Manager, you will own the end-to-end relationship and strategic growth for a portfolio of Miro's State Government and Higher Education accounts within the ANZ region. You will act as a trusted advisor, focusing on deeply understanding your customers' business challenges and objectives. Your goal is to drive significant value and innovation through Miro, fostering strong partnerships while identifying and executing on opportunities for both account expansion and new business growth within your assigned territory.    What you’ll do * Develop and execute strategic account plans for assigned large enterprise customers, identifying key opportunities for both expansion and new business growth * Build and maintain strong, long-term relationships with multiple stakeholders (including executives) across your accounts, acting as a trusted advisor * Proactively identify and engage new teams, departments, or high-value use cases within existing accounts to expand Miro's footprint and value * Lead complex sales cycles for both expansion and new business opportunities, from qualification and value articulation through to negotiation and close * Partner closely with Customer Success Managers to ensure customer health, drive adoption of key use cases, and identify growth signals * Master Miro's platform and solutions to effectively demonstrate value, inspire new ways of working, and address customer needs * Develop Miro’s brand in state government through events and partnering with industry bodies * Drive strong business management through achieving quarterly and annual targets and maintaining an accurate forecast and pipeline What you’ll need * 8+ years of successful experience in a quota-carrying Account Management or Account Executive role within SaaS, managing and growing large, complex enterprise accounts * Proven track record of consistently exceeding targets through both new business acquisition (within accounts or potentially net-new) and account expansion/growth * Experience managing the full customer lifecycle, including navigating complex renewals and driving expansion opportunities (deals typically in the $50k-$150k+ ACV range) * Strong ability to build relationships and communicate value effectively with diverse stakeholders, including C-level/VP executives * Excellent discovery, strategic account planning, and value selling skills * Proficiency in applying a structured sales or account management methodology ie. MEDDPICC, Miller Heiman * Collaborative mindset with proven experience working effectively with Customer Success, Sales Engineering, Marketing, and other internal teams * Alignment with Miro's Mindsets (e.g., Drive, Curiosity, Empathy, Accountability) and a genuine passion for customer success What's in it for you We want you to feel supported, connected, and ready to grow. Our global benefits package generally includes equity, a wellbeing benefit, a WFH equipment allowance, and an annual Learning & Development stipend. Join a diverse team where you can do your best work. Full benefits may differ per location. If you would like to learn more about location-specific benefits, please refer to our Global Miro benefits board. #LI-AN1

Miro

About the Team Australia is the hub for the APAC region at Miro with 70 employees across the region based in Sydney, Melbourne and Singapore. This role is a Strategic (Large Enterprise) Account Executive role partnering with our strategic and key accounts in the region. The Strategic Accounts Team is at the forefront of Miro's growth strategy, partnering with the world's largest companies to drive innovation and transformation through visual collaboration. We're a high-energy, collaborative team focused on establishing Miro as a strategic platform within our customers' organisations and expanding our enterprise footprint. About the Role As an Strategic Account Manager, you will own the end-to-end relationship and strategic growth for a portfolio of Miro's accounts within the ANZ region. You will act as a trusted advisor, focusing on deeply understanding your customers' business challenges and objectives. Your goal is to drive significant value and innovation through Miro, fostering strong partnerships while identifying and executing on opportunities for both account expansion and new business growth within your assigned territory. What you’ll do * Develop and execute strategic account plans for assigned large enterprise customers, identifying key opportunities for both expansion and new business growth. * Build and maintain strong, long-term relationships with multiple stakeholders (including executives) across your accounts, acting as a trusted advisor. * Proactively identify and engage new teams, departments, or high-value use cases within existing accounts to expand Miro's footprint and value. * Lead complex sales cycles for both expansion and new business opportunities, from qualification and value articulation through to negotiation and close. * Partner closely with Customer Success Managers to ensure customer health, drive adoption of key use cases, and identify growth signals. * Master Miro's platform and solutions to effectively demonstrate value, inspire new ways of working, and address customer needs. * Develop Miro’s brand in state government through events and partnering with industry bodies * Drive strong business management through achieving quarterly and annual targets and maintaining an accurate forecast and pipeline What you’ll need * 8+ years of successful experience in a quota-carrying Account Management or Account Executive role within SaaS, managing and growing large, complex enterprise accounts. * Proven track record of consistently exceeding targets through both new business acquisition (within accounts or potentially net-new) and account expansion/growth. * Experience managing the full customer lifecycle, including navigating complex renewals and driving expansion opportunities (deals typically in the $50k-$150k+ ACV range). * Strong ability to build relationships and communicate value effectively with diverse stakeholders, including C-level/VP executives. * Excellent discovery, strategic account planning, and value selling skills. * Proficiency in applying a structured sales or account management methodology ie. MEDDPICC, Miller Heiman, Challenger * Collaborative mindset with proven experience working effectively with Customer Success, Sales Engineering, Marketing, and other internal teams. * Alignment with Miro's Mindsets (e.g., Drive, Curiosity, Empathy, Accountability) and a genuine passion for customer success. What's in it for you We want you to feel supported, connected, and ready to grow. Our global benefits package generally includes equity, a wellbeing benefit, a WFH equipment allowance, and an annual Learning & Development stipend. Join a diverse team where you can do your best work. Full benefits may differ per location. If you would like to learn more about location-specific benefits, please refer to our Global Miro benefits board. #LI-AN1