Mulesoft Account Executive, Mission Programs - Department of War (DOW)

Leadout Capital; Virginia; On-site; USD 140,000 - 190,000; Full time

Job summary

Salesforce seeks a Mulesoft Mission Programs Account Executive to serve as the domain expert for DOW and DIB, bridging Mulesoft technology with Department of War operational needs. You will act as a Mission Programs Partner, leveraging military or capture experience to map requirements to digital solutions and position Mulesoft as the core integration engine.

Responsibilities include translating operational needs to technical solutions, shaping requirements pre-RFP, and guiding executive

Qualifications

• Deep knowledge of DOW operations, funding flows, and pain points.
• 5+ years selling integration, API management, or ESB solutions.
• Ability to translate military requirements into digital transformation.
• Experience in Federal BD or capture management for large programs.
• Experience selling SaaS in defense with FedRAMP IL5/IL6 awareness.
• Active Secret clearance; TS/SCI preferred.

Responsibilities

• Translate mission needs into MuleSoft and Informatica solutions.
• Support capture by shaping requirements before RFP releases.
• Advise DOW/DIB leadership with a mission-focused perspective.
• Develop reusable Mission Plays addressing DOW problems.
• Work with SIs and partners to integrate Salesforce into architecture.
• Collaborate with Core AEs on CRM, Tableau, and Slack mission sets.
• Navigate the Three-Legged Stool of defense sales with stakeholders.

Skills

DOW domain expertise

MuleSoft/iPaaS/ESB

Translator ability

Capture/BD background

SaaS & hybrid cloud fluency

Active Secret clearance

Job description

Salesforce is looking for a Mulesoft 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 Mulesoft's 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 Mulesoft as the engine to enable a unified layer that connects data at the edge within large mission programs.

Key Responsibilities

• Mission Mapping: Translate complex operational needs (e.g., Joint All-Domain Command & Control (JADC2), Theater Posture, Logistics, Readiness) into Mulesoft and Informatica 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 Mulesoft and Informatica as key components 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 Mulesoft and Informatica 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.
• Cross-Functional Collaboration: Partner with Salesforce "Core" AEs to provide the integration layer that powers CRM, Tableau, and Slack mission sets.
• Complex Stakeholder Management: Navigate the "Three-Legged Stool" of defense sales: the DOW end-user, the Service Component, and the Systems Integrator (SI) executing the program.

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."
• MuleSoft/Middleware Domain Expertise: 5+ years of experience selling Integration (iPaaS), API Management, or Enterprise Service Bus (ESB) solutions. You must understand how to sell "the plumbing" as a strategic mission asset.
• 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.
• SaaS & Hybrid Cloud Fluency: Proven success selling subscription-based software within the DOW. Knowledge of FedRAMP High, IL5, and IL6 security architectures is non-negotiable.
• Clearance: Active Secret clearance required; TS/SCI preferred.

Preferred Experience

• Technical Credibility: Ability to engage in high-level architectural discussions about Microservices, Service Mesh, and Zero Trust Architecture.
• 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.
• Outcome-Oriented: A track record of closing $1M+ ACV deals by focusing on mission outcomes (e.g., "reducing data latency") rather than just technical features.
• Network: An established network of contacts within the DOW and DIB.