ANZ Enterprise Platform & Security AE – Hybrid

Salesforce: The #1 AI CRM; Melbourne; On-site; AUD 250,000 - 450,000; Full time

Job summary

Salesforce is seeking an Enterprise Platform Account Executive to own ACV growth across ANZ enterprise accounts in Australia. You will lead strategy for Platform, Security, and trusted services, partnering with CTOs, CISOs, and Enterprise Architects to secure large, multi-stakeholder deals.

collaboration with core AEs and SEs to translate complex tech into ROI, while maintaining a disciplined forecast and contributing to field enablement and regional programs.

Qualifications

• Significant B2B enterprise software sales experience.
• Specialist sales experience in platform, security, data, dev tools, or enterprise infrastructure is highly regarded.
• Proven history of consistently exceeding multi-million-dollar quotas in complex, long-cycle enterprise deals ($500K+ ACV).
• Ability to command respect with technical buyers (CTOs, Architects), security leaders (CISOs), and executive C‑suite decision-makers.
• Demonstrated success in a specialist/overlay sales model—influencing deal trajectory and driving alignment without primary account ownership.
• Strong operational rigor, pipeline management skills, and familiarity with structured sales frameworks (MEDDPICC or equivalent).
• High-impact storytelling and executive presentation skills, with the ability to articulate complex architectural concepts simply.
• An ongoing passion for AI innovation, cybersecurity, cloud trust, and developer ecosystem developments.

Responsibilities

• Own and deliver a dedicated Platform and Security ACV quota across a named enterprise account territory.
• Collaborate with core Enterprise AEs to build joint account strategies targeting builders (CTOs, Enterprise Architects, Developers) and protectors (CISOs, Risk, Compliance, and Security Leads).
• Open and progress multi-threaded, executive-level dialogue around secure, compliant, and governed enterprise AI and data architectures.
• Direct end-to-end sales pursuits ($500K+ ACV), navigating technical discovery, business case creation, security assessments, legal/procurement reviews, and final negotiations.
• Maintain Pipeline Rigor: Run a predictable, data-driven forecast with precise Commit and Best Case calls, maintaining healthy pipeline coverage and leveraging MEDDPICC.
• Turn Tech into Business Value: Team up with Solution Engineers, Partners, and Customer Success to translate complex technical capabilities into quantifiable ROI and clear business outcomes.
• Leverage Market Intelligence: Stay ahead of regional security trends, breach reports, regulatory changes, and AI risks to create urgency and position Salesforce as the ultimate trusted partner.
• Field Leadership & Enablement: Contribute actively to field enablement, customer roundtables, local regional events, and global flagship programs like Dreamforce.

Skills

B2B enterprise software sales

Specialist overlay sales

Quota overachievement

Executive credibility

Forecast discipline

Communication & storytelling

Curiosity & AI/cybersecurity

Tools

MEDDPICC

Job description

Salesforce is seeking an Enterprise Platform Account Executive to own ACV growth across ANZ enterprise accounts in Australia. You will lead strategy for Platform, Security, and trusted services, partnering with CTOs, CISOs, and Enterprise Architects to secure large, multi-stakeholder deals.

collaboration with core AEs and SEs to translate complex tech into ROI, while maintaining a disciplined forecast and contributing to field enablement and regional programs.