Account Executive, Mission Programs - Department of War

salesforce.com, inc.; Herndon (VA); On-site; USD 142,000 - 189,000; Full time

Job summary

Salesforce is seeking a Mission Programs Account Executive to serve as the primary domain expert within DOW and the Defense Industrial Base. You will bridge Salesforce technology with Defense operations, acting as a Mission Programs Partner to address mission gaps and drive value within the DoD ecosystem.

Deep experience in DOW, BD/Capture, and clearances is required. The role focuses on translating requirements into digital transformation, collaborating with SI partners, and influencing pre-

Qualifications

• Deep DOW domain expertise and understanding of DoD structures, funding, and pain points.
• Ability to translate military requirements into digital strategies.
• Experience in Federal business development or capture management, winning large-scale DoD programs.
• Familiarity with SaaS, data clouds, and AI and how a platform approach beats bespoke systems.
• Active Secret clearance required; TS/SCI preferred.

Responsibilities

• Mission Mapping: translate operational needs into Salesforce solutions.
• Capture/Influence: shape requirements pre-RFP and support post-award opportunities.
• Executive Presence: advise DOW/DIB leadership with understanding of services and industry.
• Programmatic Thought Leadership: create repeatable Mission Plays for DoD problems.
• Ecosystem Orchestration: align Salesforce with SI partners and mission partners.

Skills

DOW domain

Translator ability

BD/Capture background

SaaS literacy

Security clearance

Job description

To get the best candidate experience, please consider applying for a maximum of 3 roles within 12 months to ensure you are not duplicating efforts.

Job Category

Sales

Job Details

About Salesforce

Salesforce is the #1 AI CRM, where humans with agents drive customer success together. Here, ambition meets action. Tech meets trust. And innovation isn\u2019t a buzzword - it's a way of life. The world of work as we know it is changing and we\u2019re looking for Trailblazers who are passionate about bettering business and the world through AI, driving innovation, and keeping Salesforce\u2019s core values at the heart of it all.

Ready to level-up your career at the company leading workforce transformation in the agentic era? You\u2019re in the right place! Agentforce is the future of AI, and you are the future of Salesforce.

Salesforce is looking for a Mission Programs Account Executive to serve as the primary domain expert within DOW and the Defense Industrial Base (DIB). Your mission is to bridge the gap between Salesforce\u2019s industry-leading technology and the complex operational requirements of the Department of War (DOW). You are not a traditional salesperson; you are a Mission Programs Partner. You will use your deep experience in the DOW and DIB operations-likely gained through military service, business development, or capture management-to help navigate the \"mission-speak\" of Defense Services, identify high-value operational gaps, and position Salesforce as the engine for mission success within our Defense Industrial Base.

Key Responsibilities

• Mission Mapping: Translate complex operational needs (e.g., Joint All-Domain Command & Control (JADC2), Theater Posture, Logistics, Readiness) into Salesforce technical solutions.
• Capture & Influence: Support the capture process by shaping requirements before the RFP is released. You will help \"pre-wire\" the mission value proposition with key stakeholders within the DIB. Also support post-award of a program to position Salesforce as a key component to improve the defense program.
• Executive Presence: Serve as a peer-level advisor to DOW and DIB leadership, demonstrating a deep understanding of the Services and Industry.
• Programmatic Thought Leadership: Develop \"Mission Plays\"-repeatable frameworks for how Salesforce can solve specific DOW problems, from personnel readiness to real-time asset tracking in contested environments.
• Ecosystem Orchestration: Work with System Integrators (SIs) and mission partners to ensure Salesforce is integrated into the broader digital battlefield architecture.

Required Qualifications

• Deep DOW Domain Expertise: Minimum of 5+ years of experience working within or directly supporting DOW. You understand the hierarchy, the funding flows (FYDP), and the operational \"pain points.\"
• The \"Translator\" Ability: Proven ability to translate military operational requirements into digital transformation strategies.
• Capture or BD Background: Experience in Federal Business Development or Capture Management, specifically winning large-scale programs within the DOW.
• Salesforce/SaaS Literacy: While you don't need to be a developer, you must understand the \"Art of the Possible\" with SaaS, Data Clouds, and AI, and be able to articulate why a platform approach beats a legacy \"built-from-scratch\" system.
• Clearance: Active Secret clearance required; TS/SCI preferred.

Preferred Experience

• Former Military Leadership: Retired O-5+ or Senior NCO with experience in DOW preferred.
• Industry Advisory: Prior experience as an Industry Advisor or \"Mission Lead\" at a major systems integrator or cloud service provider.
• Network: An established network of contacts within the DOW and DIB.

This candidate must be a U.S. citizen (U.S. born or naturalized) who does not hold dual citizenship and agrees to complete a U.S. federal government Minimum Background Investigation (MBI) for a Moderate Public Trust position.

Unleash Your Potential

When you join Salesforce, you\u2019ll be limitless in all areas of your life. Our benefits and resources support you to find balance and be your best, and our AI agents accelerate your impact so you can do your best. Together, we\u2019ll bring the power of Agentforce to organizations of all sizes and deliver amazing experiences that customers love.

Accommodations

If you need a reasonable accommodation during the application or the recruiting process, please submit a request via this Accommodations Request Form.

Posting Statement

Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment. What does that mean exactly? It means that at Salesforce, we believe in equality for all. And we believe we can lead the path to equality in part by creating a workplace that's inclusive, and free from discrimination. Any employee or potential employee will be assessed on the basis of merit, competence and qualifications - without regard to race, religion, color, national origin, sex, sexual orientation, gender expression or identity, transgender status, age, disability, veteran or marital status, political viewpoint, or other classifications protected by law. This policy applies to current and prospective employees, no matter where they are in their Salesforce employment journey. It also applies to recruiting, hiring, job assignment, compensation, promotion, benefits, training, assessment of job performance, discipline, termination, and everything in between. Recruiting, hiring, and promotion decisions at Salesforce are fair and based on merit. The same goes for compensation, benefits, promotions, transfers, reduction in workforce, recall, training, and education.

In the United States, compensation offered will be determined by factors such as location, job level, job-related knowledge, skills, and experience. Certain roles may be eligible for incentive compensation, equity, and benefits.

• time off programs
• medical
• dental
• vision
• mental health support
• paid parental leave
• life and disability insurance
• 401(k)
• employee stock purchasing program

More details about company benefits can be found at the following link: https://www.salesforcebenefits.com.

At Salesforce, we believe in equitable compensation practices that reflect the dynamic nature of labor markets across various regions.

The typical base salary range for this position is $141,550 - $189,350 annually

In California and New York, and select cities in the metropolitan areas of Boston, Chicago, Seattle, and Washington DC, the base pay range for this role in those locations is $155,700 - $208,300 per year. Your recruiter can share more about the specific salary range for the job location during the hiring process.

The range represents base salary only, and does not include company bonus, incentive for sales roles, equity or benefits, as applicable.