Description
We seek innovative thinkers who believe in the power of data to drive meaningful change. At Informatica, we welcome adventurous minds eager to tackle the world's most complex challenges. Our employees are empowered to push their bold ideas forward, and we are united by a shared passion for using data to do the extraordinary for each other and the world.
The Expansion SAEs will lead the upsell and cross-sell of enterprise software solutions from IDMC products to drive incremental subscription revenue from the existing customer base. The Expansion SAE is expected to evangelize Informatica by generating additional revenue and business from existing customers. Thus, fueling our growth by strategically right sizing their existing footprint to meet their current needs and upcoming use cases.
Responsibilities:
- Meet and exceed expansion sales goals (quotas) through analyzing consumption metrics, prospecting, qualifying, managing, and closing sales opportunities end to end within the assigned accounts/territory.
- Expand sales within existing accounts while getting connected and building strategic relationships with key decision-makers.
- Orchestrate the Ecosystem: You work in close partnership with Sales, Customer Success, Solution Engineering, Renewals, Marketing, Partner Alliances, and Services to ensure your team has everything they need to succeed.
- Forecast & Report with Precision: You regularly report on individual results , pipeline generation, pipeline quality, forecasting , and keep executive leadership informed with accuracy and candor.
- Build Pipeline at Scale: You continuously work within your assigned territory to create new pipeline opportunities and drive revenue.
- Manage and track customer and transactional information in a Salesforce CPQ CRM system with high accuracy.
- Executive Engagement Skills: Excellent presentation and executive engagement skills , you are comfortable in the boardroom and credible with CIOs, CTOs, and C-suite stakeholders.
- AI & Data Curiosity: A natural curiosity about the evolving AI and agentic landscape.
- Provides customer feedback to internal stakeholders for product, systems, and process improvements.
Requirements:
- 3+ years of field sales experience in the SaaS space; minimum 5+ years of relevant professional experience.
- Experience within data management software selling.
- A clear track record of success in expanding SaaS subscriptions, demonstrated by overachievement of quota ($1M+ of ARR).
- BA/BS or equivalent educational background, we will consider an equivalent combination of relevant education and experience.
- Technical knowledge of Informatica will be added advantage.
- Ability to engage technical and business stakeholders.
- Mix of business and technical acumen with ability to engage and add value in discussions involving both technology and business strategy.