SMB Account Executive

Salesforce; Chicago (IL); On-site; USD 120,000 - 180,000; Full time

Job summary

Salesforce is seeking an exceptional Enterprise Account Executive to join our Data Foundation team, focused on MuleSoft & Informatica portfolio. This senior role requires strategic leadership, cross-functional collaboration, and a proven record in closing large, complex deals.

Ideal candidates will have 2+ years in software sales, a track record of quota achievement, and the ability to articulate ROI for enterprise data connectivity initiatives.

Qualifications

• 2+ years of software sales experience in fast-paced markets.
• Proven track record of exceeding quotas in complex software sales.
• Experience with New Business acquisition and Greenfield territory development.
• Experience managing large, complex deals.

Responsibilities

• Proactively identify, qualify, and close a robust sales pipeline with focus on New Business acquisition.
• Conduct strategic prospecting with CTO/CIO, Engineering/IT Leaders, and senior business executives.
• Own and execute account strategies to penetrate multiple business units.
• Build and sustain C-level relationships that drive long-term expansion.

Skills

Software sales

New Business acquisition

Greenfield territory development

Complex deals

MEDDICSPINChallenger

Education

Bachelor’s or Master’s degree in Business or Engineering

Job description

Salesforce is the #1 AI CRM, where humans with agents drive customer success together. Here, ambition meets action. Tech meets trust. And innovation isn’t a buzzword — it’s a way of life. The world of work as we know it is changing and we're looking for Trailblazers who are passionate about bettering business and the world through AI, driving innovation, and keeping Salesforce's 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’re in the right place! Agentforce is the future of AI, and you are the future of Salesforce.

About Salesforce

AI is only as intelligent as the data it can access. As a Data Foundation Account Executive, you sit at the epicenter of the most significant shift in enterprise tech: The Agentic Revolution. Tech meets trust. And innovation isn't a buzzword — it's a way of life. The world of work as we know it is changing and we're looking for Trailblazers who are passionate about bettering business and the world through AI, driving innovation, and keeping Salesforce's core values at the heart of it all.

The Power of MuleSoft & Informatica

AI agents are actively reshaping how businesses automate decisions, orchestrate processes, and engage customers at scale. But AI agents are only as powerful as the data and integrations that fuel them. This is where MuleSoft and Informatica become mission‑critical.

About The Role

Salesforce is looking for an exceptional Enterprise Account Executive to join our fast‑growing Data Foundation team, focused on the MuleSoft & Informatica portfolio. This is a strategic, senior sales role — not a conventional tactical position.

Key Focus Areas

• Own the Data Foundation Mandate: You carry quota for both MuleSoft and Informatica and are responsible for driving ACV across both products. Your primary objective is to position the Data Foundation as the essential layer for every AI initiative.
• Lead “Data Foundation” Discovery: You will lead deep‑dive sessions with CIOs and Data Architects to uncover the fragmented systems and data quality issues holding their AI back. You'll articulate how a MuleSoft + Informatica‑led foundation is the only way to build a secure, future‑proof AI roadmap.
• Define and execute Go‑to‑Market (GTM) strategy for your sector
• Transform how enterprises leverage API management, integration platforms, and data connectivity

The majority of our field leaders are internal promotions: this role is a genuine career‑defining opportunity.

What You’ll Be Doing

• Proactively identify, qualify, and close a robust sales pipeline with focus on New Business acquisition
• Conduct strategic prospecting with CTO/CIO, Engineering/IT Leaders, and senior business executives
• Own and execute comprehensive account strategies to penetrate multiple business units

Relationship Building & Growth

• Build and sustain strong, lasting C‑level relationships that generate long‑term expansion opportunities
• Lead white space analysis and land‑and‑expand strategies within assigned accounts
• Develop compelling business cases that clearly articulate ROI for enterprise integration and data connectivity challenges
• Partner with Solution Architects/Engineers (Pre‑sales) and work in close synergy with Professional Services team
• Collaborate with ecosystem and channel partners to maximize deal size and scope
• Forecast accurately and deliver regular business updates to leadership
• Actively participate in Sales Enablement programs, advanced sales training, and leadership development initiatives

Required Experience

• 2+ years of software sales experience in a fast‑paced, competitive market
• Proven track record of exceeding quota targets in complex, high‑stakes software sales roles
• Demonstrated expertise in New Business acquisition and Greenfield territory development
• Experience managing large, complex deals

Technical & Business Acumen

• Strong understanding of API management, integration platforms, middleware, and data connectivity solutions
• Ability to articulate business value of complex enterprise technology to both technical and executive audiences
• Proven skill in building business and technical champions within large, matrixed organizations

Core Competencies

• Consultative sales approach grounded in customer success and integrity
• Collaborative team spirit with company‑first mentality
• Ability to manage complex, multi‑stakeholder sales cycles spanning multiple business units

Sales & Methodology Experience

• Previous sales methodology training (MEDDIC, SPIN, Challenger Sales)
• AI & Data Curiosity: A genuine interest in how AI tools are changing the way small businesses operate. You’re excited to learn and share what’s possible
• Adaptability: You thrive in a fast‑paced environment, manage a high volume of accounts, and can prioritize effectively without losing the personal touch

Industry Knowledge

• SMB Customer Focus: Experience working with small business owners or key decision‑makers, with the ability to build trust quickly and guide customers through a more consultative buying process
• Tech Solutions Aptitude: Familiarity with software, cloud, or platform solutions – you don’t need to be a developer, but you’re comfortable having conversations about technology and learning fast
• Experience with emerging technology adoption and AI‑led transformation initiatives

Preferred Qualifications

• Bachelor’s or Master’s degree in Business, Engineering, or related field
• Location: Close proximity to office hub required; role is 4 days on‑site per week