Account Executive - SMB New Logo

Mulesoft; Sydney; On-site; AUD 90,000 - 130,000; Full time

Job summary

Salesforce is seeking an energetic SMB Account Executive to own an assigned Australian SMB territory, drive revenue growth, and close new business. You’ll prospect, qualify, and negotiate while articulating how CRM, AI, and data transform customer experiences.

You will engage with SMB leaders, craft compelling value propositions, and collaborate with engineers and partners to close complex deals in a fast-moving environment.

Qualifications

• Experience in selling B2B technology products or SaaS solutions.
• Proven track record of meeting or exceeding sales targets.
• Strong ability to identify and pursue new logos.

Responsibilities

• Own and grow an assigned SMB territory with revenue growth.
• Develop pipeline through proactive prospecting and outbound activity.
• Lead conversations with SMBs on AI, data and CRM value.
• Manage full sales cycle from prospecting to close.

Skills

B2B technology sales

SaaS sales

Consultative selling

New-logo acquisition

Prospecting

Job description

Salesforce is the #1 AI CRM, where humans with agents drive customer success together. Here, ambition meets action. Tech meets trust. And innovation isn’t a buzzword — it’s a way of life. The world of work as we know it is changing and we’re looking for Trailblazers who are passionate about bettering business and the world through AI, driving innovation, and keeping Salesforce's core values at the heart of it all.

Ready to level-up your career at the company leading workforce transformation in the agentic era? You’re in the right place! Agentforce is the future of AI, and you are the future of Salesforce.

About the Role

We’re looking for a high-energy, commercially driven SMB Account Executive to join our Sydney sales team.

This is a true hunter role, focused on winning new business across an assigned SMB patch. You’ll own the full sales cycle — from identifying and prospecting new accounts through to closing — while helping customers understand what’s possible with Salesforce, CRM and AI.

You’ll be at the forefront of conversations around AI transformation, helping SMB leaders understand how Salesforce and Agentforce can connect their customer data, automate work and create more intelligent customer and employee experiences.

This role is ideal for someone who is naturally curious, competitive and entrepreneurial — someone who enjoys creating opportunities, opening new doors and turning emerging technology into compelling business outcomes.

What You’ll Do

• Own and grow an assigned SMB territory, developing a strategy to acquire new logos and deliver revenue growth.
• Build your own pipeline through proactive prospecting, outbound activity, referrals, events and account-based engagement.
• Identify organisations where Salesforce, CRM and AI can create meaningful business value.
• Lead conversations with SMB leaders about the impact of AI, automation and trusted customer data on their businesses.
• Introduce customers to the possibilities of Agentforce, helping them understand how AI agents can augment employees, automate processes and transform customer engagement.
• Run high-quality discovery to uncover business challenges, growth priorities and opportunities for transformation.
• Build compelling, commercially relevant value propositions that connect Salesforce solutions to measurable customer outcomes.
• Own the full sales cycle, from prospecting and qualification through to negotiation and close.
• Build relationships with business owners, executives and key decision-makers.
• Collaborate with Solution Engineers, specialists, partners and internal teams to develop and close complex opportunities.
• Maintain a strong, accurate pipeline and provide disciplined forecasting.
• Stay curious about the rapidly evolving AI and technology landscape, translating new Salesforce capabilities into relevant customer conversations.
• Consistently achieve or exceed new business and revenue targets.

What We’re Looking For

We’re looking for someone who is motivated by winning new business and creating something from scratch.

You’ll ideally bring:

• Proven experience in B2B technology, SaaS or consultative sales.
• A track record of achieving or exceeding sales targets.
• Strong new-logo acquisition and prospecting experience.
• Confidence creating pipeline rather than relying solely on inbound opportunities.
• Experience managing a full sales cycle.
• Strong commercial acumen and business curiosity.
• The ability to engage senior stakeholders and translate technology into business value.
• Excellent discovery, storytelling, negotiation and closing skills.
• Resilience, energy and a genuine competitive drive.
• Curiosity about AI, automation and the future of work.
• A growth mindset and the ability to operate effectively in a fast-moving environment.

The Hunter Mindset

Create: Build pipeline and uncover opportunities others haven't identified.

Connect: Open doors and establish credibility with business owners and senior decision-makers.

Discover: Go beyond the immediate technology requirement to understand the underlying business challenge.

Educate: Help customers understand how CRM, trusted data and AI can change the way they work.

Innovate: Bring the possibilities of Agentforce and AI into customer conversations and identify new ways Salesforce can create value.

Close: Navigate objections, build urgency and confidently ask for the business.

Win: Deliver measurable new business results and build a successful territory.

Why This Role, Why Now?

AI is fundamentally changing how businesses operate — and SMBs are at an important inflection point.

Salesforce is bringing together CRM, data, automation and AI to help customers move from experimenting with AI to putting it to work across their business.

As an SMB Account Executive, you’ll have the opportunity to be part of that transformation. You’ll work directly with growing businesses to identify where AI can create real impact, introduce them to technologies such as Agentforce, and help turn that opportunity into measurable business outcomes.

This is an opportunity to build a territory, win new customers and sell technology that is helping define the next chapter of business.

What Success Looks Like

In your first 6–12 months, you will:

• Build a deep understanding of your territory and target account landscape.
• Establish a consistent and effective outbound prospecting rhythm.
• Create a strong pipeline of new-logo opportunities.
• Become confident leading customer conversations around CRM, AI, data and Agentforce.
• Build trusted relationships with SMB decision-makers.
• Consistently progress and convert opportunities through the sales cycle.
• Deliver against new business and revenue targets.
• Establish yourself as a high-performing, customer-focused Salesforce Account Executive.

Unleash Your Potential

When you join Salesforce, you’ll be limitless in all areas of your life. Our benefits and resources support you to find balance and be your best, and our AI agents accelerate your impact so you can do your best. Together, we’ll bring the power of Agentforce to organizations of all sizes and deliver amazing experiences that customers love.

Accommodations

If you need a reasonable accommodation during the application or the recruiting process, please submit a request via this Accommodations Request Form.

Posting Statement

Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment. What does that mean exactly? It means that at Salesforce, we believe in equality for all. And we believe we can lead the path to equality in part by creating a workplace that’s inclusive, and free from discrimination. Know your rights: workplace discrimination is illegal. Any employee or potential employee will be assessed on the basis of merit, competence and qualifications – without regard to race, religion, color, national origin, sex, sexual orientation, gender expression or identity, transgender status, age, disability, veteran or marital status, political viewpoint, or other classifications protected by law. This policy applies to current and prospective employees, no matter where they are in their Salesforce employment journey. It also applies to recruiting, hiring, job assignment, compensation, promotion, benefits, training, assessment of job performance, discipline, termination, and everything in between. Recruiting, hiring, and promotion decisions at Salesforce are fair and based on merit. The same goes for compensation, benefits, promotions, transfers, reduction in workforce, recall, training, and education.