Description
Salesforce is seeking a SMB Account Executive – Data Foundation (MuleSoft + Informatica) AE or Informatica Specialist AE to drive transformational outcomes for customers using market-leading integration and data management technologies.
As a SMB Account Executive within these teams, you will drive transformational outcomes for our customers using market-leading integration and data management technologies.
Our SMB segment is made up of two subsegments - Small Business, and Growth Business. These segments focus on selling into different company sizes:
- Small Business (SB)- 1-50 Employees
- Growth Business (GRB) - 51-300 Employees
This single posting covers two distinct selling tracks:
- Data Foundation Account Executive (Quarterback / Prime AE): You are the overall account owner and leader of the backend data strategy. Carrying a dual-product quota across MuleSoft and Informatica ACV, you own long-term account growth and orchestrate extended team resources,including Informatica overlay specialists,to deliver the complete data foundation story.
- Informatica Account Executive (Overlay / Specialist AE): You are the deep domain expert for Informatica’s Intelligent Data Management Cloud™ (IDMC). Partnering directly with Prime Account Executives, you uncover complex digital transformation opportunities, advise C-level executives, and drive maximum value from Informatica investments within larger account strategies.
Industry Verticals
- Healthcare & Life Sciences
- Financial Services
- Retail & Consumer Goods
- Manufacturing, Automotive, and Energy
- Consumer & Business Services
- High Tech, Media and Telco
- Travel, Transportation and Hospitality
Why Join Either Team?
- Data Foundation AE (Prime): Total portfolio ownership,drive end-to-end strategy and uncapped ACV growth with two flagship solutions (MuleSoft + Informatica) under one quota.
- Informatica AE (Overlay): Pure domain focus,drive high-value IDMC deals by teaming up with established Prime AEs who open doors to C-suite relationships and top accounts.
- The Unfair Advantage: Sell the #1 priority for C-suites,turning "static data" into "agentic action",with a portfolio no single competitor can match.
- The Power Trio: Stand at the center of enterprise AI by bringing together MuleSoft for API-led integration, Informatica for deep data governance and quality, and Data Cloud to bridge the "Data Gap" holding AI back.
Key Responsibilities
- Relationship Building: Establish executive presence and trusted-advisor relationships with C-suite decision-makers and key technical stakeholders.
- Strategy & Execution: Build and execute long-term, objective-aligned account plans that drive customer business outcomes.
- Resource Orchestration: Align cross-functional internal teams (SEs, Product Specialists, Cloud Sales, and Executives) to accelerate deal velocity.
- Value Messaging: Articulate the combined power of MuleSoft, Informatica, and the broader Salesforce ecosystem.
- Pipeline Generation: Drive net-new opportunity creation through target whitespace prospecting and warm lead expansion.
- Role Focus:
- Data Foundation AE: Dual-quota attainment, primary account ownership, and overarching platform strategy.
- Informatica AE: IDMC domain expertise, overlay execution, and driving targeted data expansion inside Prime accounts.
Required Qualifications
- 2+ years of full-cycle software sales experience in fast-paced, competitive market
- Proven track record selling complex technical platforms, with market awareness in Integration, API Management, or Data Management.
- Business-value seller: Demonstrated ability to translate technical capabilities into executive-level business outcomes (revenue, risk mitigation, and competitive advantage).
- Matrix leadership: Exceptional ability to lead and strategize within a matrixed, extended overlay team structure.
- AI fluency: A natural curiosity about the evolving AI landscape, with the ability to credibly connect data and integration strategy to real-world AI outcomes.
- New business focus: Demonstrated expertise in new logo acquisition and greenfield territory development.
- Location: Close proximity to office hub required; role is 4 days on-site per week.
Things We Love (Preferred Experience)
- Completion of formal sales methodology training (MEDDPICC, SPIN, Challenger Sales).
- Familiarity with complex IT selling involving multi-stakeholder approval matrixes across global organizations.
- Strong understanding of enterprise architecture concepts, digital transformation frameworks, and hybrid integration patterns.
- Background in technical solution architecture or management consulting in relevant sector.
- _Data Foundation AE Preference:_ Strong understanding of API management, integration platforms, middleware, and data connectivity solutions.
- _Informatica AE Preference:_ Prior experience with data management, MDM, or data quality platforms.
Core Competencies
- Consultative sales approach grounded in customer success and integrity
- Collaborative team spirit with "company-first" mentality
- Ability to manage complex, multi-stakeholder sales cycles spanning multiple business units