Commerical Account Executive - Data Foundations (Mulesoft/Informatica)

Informatica; Sydney; On-site; AUD 120,000 - 190,000; Full time

Job summary

Informatica is seeking a Commercial Account Executive for Data Foundations in Australia. You will drive transformation by positioning data management and analytics solutions to large enterprise accounts, building trusted executive relationships, and leading multi-team engagement from prospecting to close.

You will develop territory strategies, run strategic account plans, and lead solution-based selling to meet and exceed quotas in a complex enterprise environment.

Qualifications

• Experience selling enterprise software to large organisations.
• Ability to map stakeholders, business priorities and data environments.
• Proven track record of meeting or exceeding quotas in complex deals.

Responsibilities

• Develop and execute a comprehensive territory plan across enterprise accounts.
• Build detailed account plans mapping stakeholders, priorities and growth opportunities.
• Own end-to-end sales cycle from qualification through to close and value-based selling.
• Engage senior enterprise stakeholders and establish credibility as a data transformation advisor.
• Create and expand engagement across business units to drive Data Foundations opportunities.
• Position Data Foundations solutions to address data management, quality, and analytics challenges.
• Lead cross-functional support to drive account strategy and customer experience.
• Maintain market insight on data priorities, buying cycles, and digital transformation trends.
• Maintain accurate opportunity plans, pipeline visibility, and forecast hygiene in Salesforce CRM.

Skills

Territory strategy

Strategic account planning

Sales leadership

Executive engagement

New engagement

Solution selling

Cross-functional collaboration

Enterprise market insight

Forecasting & CRM discipline

Job description

Commerical Account Executive - Data Foundations (Mulesoft/Informatica)

AI agents are reshaping how companies automate decisions, orchestrate processes, and engage customers at scale. But AI is only as powerful as the data foundation behind it. As Commercial Account Executive within these teams, you will drive transformational outcomes for our customers using market-leading integration and data management technologies.

Our Commercial segment is made up of two subsegments - Mid-Market and General Business. These segments focus on selling into different company sizes:

• Mid-Market- 300 - 1000 Employees

General Business - 1000-2000 Employees

What You'll Actually Be Doing

• Territory Strategy: Develop and execute a comprehensive territory plan across enterprise accounts, identifying whitespace, prioritising target accounts, and building a clear engagement strategy aligned to enterprise data priorities and transformation goals.
• Strategic Account Planning: Build detailed account plans that map stakeholders, business priorities, data environments, buying pathways, and growth opportunities across assigned accounts.
• Sales Leadership: Own and manage the end-to-end sales cycle from prospecting and qualification through to solutioning, negotiation, and close. Consistently meet and exceed sales targets through disciplined execution and value-based selling.
• Executive Engagement: Build and nurture trusted relationships with senior enterprise stakeholders, including business unit leaders, program owners, data and analytics leaders, IT executives, and procurement contacts. Establish yourself as a credible advisor who understands the enterprise data landscape.
• Drive New Engagement: Proactively create and expand engagement across business units by uncovering data challenges, initiating strategic conversations, and building momentum for Data Foundations solutions within both existing and new accounts.
• Solution Selling: Identify complex data management, data quality, and analytics challenges within enterprise organisations and position Data Foundations solutions to deliver measurable business value, including improved decision-making, operational efficiency, and customer outcomes.
• Cross-functional Collaboration: Lead and coordinate cross-functional support across Business Development, Solution Engineering, Customer Success, Marketing, Alliances, and leadership teams to drive account strategy and deliver a strong customer experience.
• Enterprise Market Insight: Maintain a strong understanding of the enterprise landscape, including industry data priorities, buying frameworks, budget cycles, and digital transformation trends.
• Forecasting and CRM Discipline: Maintain accurate account plans, opportunity updates, pipeline visibility, and forecast hygiene in Salesforce CRM.

You're Our Person If...

• Proven Enterprise Sales Success: Demonstrated success in enterprise software sales with a track record of meeting and exceeding quota in complex, multi-stakeholder environments.
• Enterprise Experience: Experience selling into large enterprise organisations, with a strong understanding of how they operate, buy, and deliver transformation programs.
• Data & Analytics Expertise: Familiarity with data management, data governance, analytics or data platform solutions, and the ability to translate technical concepts into business value for enterprise stakeholders.
• Strategic Territory Management: Ability to build and execute territory and account strategies that create long-term pipeline and drive growth across a defined enterprise portfolio.
• Consultative Selling Skills: Strong ability to engage diverse stakeholders, uncover business needs, articulate value, and lead strategic, solution-based sales conversations.
• Executive Presence: Confidence engaging senior leaders and navigating complex account environments with credibility, commercial acumen, and strong communication skills.
• Cross-functional Leadership: Ability to orchestrate internal resources effectively and lead virtual teams to drive aligned execution and customer outcomes.
• Resilience and Adaptability: Strong interpersonal skills, curiosity, and a growth mindset, with the ability to navigate long sales cycles, evolving priorities, and ambiguity.
• Technology Affinity: Passion for digital transformation and an understanding of data platforms, analytics, data connectivity, and enterprise technology ecosystems. Familiarity with Salesforce Data Cloud or related solutions is advantageous.