Enterprise Platform Account Executive

Informatica; Melbourne; On-site; AUD 180,000 - 320,000; Full time

Job summary

Salesforce is seeking an Enterprise Platform Account Executive to drive ACV growth across ANZ enterprise accounts, partnering with CTOs, CISOs, and enterprise architects to scale AI, data, and security initiatives from discovery to close.

You will lead complex multi-stakeholder deals ($500K+ ACV), collaborate with AEs, Solution Engineers, and Success teams, and maintain a disciplined forecast using MEDDPICC while translating technology into measurable ROI.

Qualifications

• Significant B2B enterprise software sales experience.
• Experience selling to CTOs, CISOs and enterprise architects.
• Proven multi-million-dollar quotas in long-cycle deals.
• Ability to command respect with technical buyers and executives.
• Strong overlay sales model and MEDDPICC familiarity.
• Excellent communication and executive storytelling ability.
• Curiosity for AI innovation, cybersecurity, cloud trust.

Responsibilities

• Drive ACV growth across named ANZ enterprise accounts.
• Collaborate with Enterprise AEs to build joint account strategies.
• Open and progress executive-level dialogues around secure AI/data architectures.
• Lead end-to-end sales cycles and negotiations (>$500K ACV).
• Maintain data-driven forecast with MEDDPICC discipline.
• Translate complex tech into ROI and business outcomes.
• Stay ahead of security trends and regulatory changes.
• Contribute to field enablement and regional events.

Skills

Sales track record

Quota attainment

Executive credibility

Overlay sales model

Forecast discipline

Communication & storytelling

Curiosity about AI & cybersecurity

Tools

Salesforce Platform

Agentforce

Data Cloud

Slack

MuleSoft

Salesforce Shield

Event Monitoring

Field Audit Trail

Data Mask

Security Center

Privacy Center

Backup & Recovery

Job description

We are looking for a high-performing, specialized Platform & Security Account Executive to drive the next wave of transformation across our top enterprise accounts. We sit at the absolute epicenter of the AI, data, and security revolution. Our mission is to empower enterprise organizations to build, secure, and govern intelligent applications on a trusted, enterprise-grade foundation. In this specialized overlay role, you won't just sell software—you will partner with core Account Executives, CTOs, CISOs, and enterprise architects to help Australia and New Zealand's largest organizations scale AI safely, modernize developer workflows, and safeguard their most sensitive data.

Role OverviewAs an Enterprise Platform Account Executive, you will own and drive Annual Contract Value (ACV) growth across a dedicated set of named ANZ Enterprise accounts. You will lead specialized sales strategy for our leading developer, data, and trust technologies, including:

• Developer & Platform: Salesforce Platform, Agentforce, Data Cloud, Slack, MuleSoft, and our core developer tooling.
• Trusted Services (Salesforce Guardian): Salesforce Shield, Event Monitoring, Field Audit Trail, Data Mask, Security Center, Privacy Center, and Backup & Recovery.
• Working in a high-impact overlay model, you will partner closely with core Enterprise AEs, Solution Engineers, Customer Success, and external partners to lead complex, multi-stakeholder sales cycles from initial discovery to executive close.

What You'll Do

• Drive ACV & Growth: Own and deliver a dedicated Platform and Security ACV quota across a named enterprise account territory.Execute Strategic Account Plays: Collaborate with core Enterprise AEs to build joint account strategies targeting both builders (CTOs, Enterprise Architects, Developers) and protectors (CISOs, Risk, Compliance, and Security Leads).
• Elevate C-Suite Conversations: Open and progress multi-threaded, executive-level dialogue around secure, compliant, and governed enterprise AI and data architectures.
• Lead Complex Sales Cycles: 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 methodologies like 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.

What You'll Bring

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

Nice to Have

• Adjacent Tech Experience: Previous success selling the Salesforce Platform or adjacent ecosystems (e.g., ServiceNow, Okta, CrowdStrike, Palo Alto Networks, Snowflake, AWS, or Microsoft Azure).
• ANZ Regulatory Context: Understanding of local regulatory frameworks, security standards, and compliance guidelines (e.g., APRA CPS 234, Privacy Act updates, SOCI, Essential Eight).
• Industry Networks: Existing C-level and senior buyer relationships within ANZ Financial Services, Government, Retail, Travel, or Resources/Mining sectors.

Why Salesforce

• Market-Leading Portfolio: Sell a highly differentiated, world-class solution stack positioned right at the center of the enterprise AI, trust, and data landscape.
• World-Class Culture & Enablement: Join an inclusive, high-energy team supported by industry-leading enablement, tools, and dedicated pre-sales resources.
• Office-Based Collaboration: Collaborate directly with team members and leaders in our Melbourne or Sydney office hubs while traveling as needed to meet face-to-face with enterprise clients.
• Compelling Rewards: Receive a highly competitive base salary, uncapped variable commission structure, and comprehensive Salesforce health, wellness, and lifestyle benefits.