Account Executive - SMB New Logo

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

Job summary

Informatica in Sydney is seeking a high-energy SMB Account Executive who will own the full sales cycle, from identifying new accounts to closing, across an assigned SMB patch.

You’ll lead conversations on AI transformation, showing customers how Salesforce, CRM and AI can connect data, automate work and create smarter experiences.

This hunter role rewards curiosity, competition and a proven ability to win new logos and exceed revenue targets.

Qualifications

• Proven experience in B2B technology, SaaS or consultative sales.
• Track record of achieving or exceeding sales targets.
• Strong new-logo acquisition and prospecting experience.
• Experience managing a full sales cycle.
• Strong commercial acumen and business curiosity.
• 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.
• Growth mindset and ability to operate effectively in a fast-moving environment.

Responsibilities

• 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.

Skills

B2B technology sales

SaaS sales

New-logo acquisition

Prospecting

Full sales cycle

Executive stakeholder engagement

Tools

CRM experience

Salesforce familiarity

AI/CRM integration knowledge

Job description

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.

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.