Tableau Account Executive | Federal Defence and Security

Leadout Capital; Canberra; On-site; AUD 120,000 - 160,000; Full time

Job summary

Tableau, a Salesforce Company, is seeking a high-performing Account Executive to drive data and analytics transformation for Australia’s Federal Government, with a priority on Defence and National Security agencies. This role leads end-to-end sales strategy across government accounts from Canberra, engaging senior leaders to position Tableau as a trusted data-driven enabler.

You will navigate complex procurement and long sales cycles, partnering with Solution Engineering, Customer Success,

Qualifications

• Proven success in enterprise, consultative sales across federal or large orgs.
• Ability to manage long, multi-stakeholder sales cycles with senior leaders.
• Experience navigating government procurement and compliance processes.

Responsibilities

• Own and execute strategic territory plan for Federal Government accounts in Canberra, focusing on Defence and National Security.
• Manage full sales cycles from pipeline generation to close.
• Engage senior stakeholders (CIO, CTO, CDO, Heads of Intelligence/Operations) to align Tableau solutions with priorities.
• Position Tableau within data and digital transformation agendas, emphasizing secure, scalable analytics.
• Collaborate with Solution Engineering, Customer Success, Marketing, and Salesforce Public Sector teams.
• Navigate the Federal Government partner ecosystem to drive large, multi-stakeholder deals.
• Maintain accurate pipeline management, forecasting, and account insights in Salesforce.

Skills

Enterprise sales

Account leadership

Executive engagement

Solution selling

Forecasting

Tools

Salesforce

Job description

The Experience

Salesforce is seeking a high-performing Account Executive to join our Tableau team, focused on driving data and analytics transformation across Australia's Federal Government, with a priority on Defence and National Security agencies.

This is a strategic role operating at the intersection of data, decision-making, and mission-critical outcomes. You will partner with senior government stakeholders to unlock the power of data, enabling more informed, timely, and secure decision-making across some of the country's most complex and sensitive environments.

As a Tableau Account Executive, you will lead the end-to-end sales strategy across a portfolio of Federal Government accounts, with a focus on Defence and security agencies.

You will engage senior leaders across technology, intelligence, and operations to understand mission objectives and position Tableau as a critical enabler of data-driven capability. This role requires navigating complex procurement environments and sales cycles, and highly regulated settings, while building trusted, long-term partnerships.

About Tableau, a Salesforce Company

Tableau enables people and organisations to see and understand data. As a leader in analytics, Tableau helps customers make faster, more confident decisions, particularly in complex, data-rich environments like government and defence.

What You'll Actually Be Doing

• Territory & Account Leadership: Own and execute a strategic territory plan across Federal Government accounts in Canberra, with a focus on Defence and National Security. Identify whitespace opportunities and expand existing relationships.
• Complex Enterprise Sales: Manage full sales cycles from pipeline generation through to close, including navigating government procurement processes, panels, and compliance requirements.
• Executive Engagement: Build trusted relationships with senior stakeholders (CIO, CTO, CDO, Heads of Intelligence/Operations), aligning Tableau solutions to mission-critical priorities.
• Solution Selling: Position Tableau within broader data and digital transformation agendas, articulating value in secure, scalable analytics and data visualisation for high-stakes environments.
• Cross-Functional Collaboration: Partner closely with Solution Engineering, Customer Success, Marketing, and the broader Salesforce Public Sector team to deliver cohesive, high-impact customer engagements.
• Ecosystem Navigation: Work within the Federal Government partner ecosystem, including systems integrators and advisory partners, to drive large-scale, multi-stakeholder deals.
• Forecasting & Pipeline Discipline: Maintain accurate pipeline management, forecasting, and account insights using Salesforce, ensuring visibility and predictability across your territory.

You're Our Person If...

• Proven success in enterprise, consultative sales with a track record of exceeding targets in complex environments
• Experience selling into Australian Federal Government, ideally within Defence, intelligence, or national security sectors
• Strong understanding of government procurement frameworks, panels, and contracting processes
• Ability to navigate long, multi-threaded sales cycles with multiple stakeholders and decision-makers
• Executive presence with the ability to influence and engage at senior levels
• Familiarity with data, analytics, or enterprise software (BI, data platforms, cloud technologies)
• Highly strategic mindset with strong account planning and territory management capabilities
• Eligibility to obtain and maintain relevant security clearances (baseline or NV1/NV2 highly regarded)