Specialist Enterprise Account Executive - Department of Interior (Tableau)

Salesforce, Inc.; McLean (VA); On-site; USD 123,000 - 165,000; Full time

Benefits offered by this job

401(k) matching

Employee stock purchase program

Medical, dental, vision coverage

Job summary

Salesforce, Inc. is seeking an experienced Enterprise Account Executive to lead Analytics conversations with Federal Civilian agencies. You will build trusted relationships with CIOs, CDOs, and program owners, driving value and expanding Salesforce Analytics adoption across a defined Federal patch.

You will manage multi-year pipelines, navigate procurement vehicles, and partner with multiple AEs to align on strategic opportunities while achieving quota and customer success.

Qualifications

• 7–10+ years in quota-carrying software or technology sales, ideally to Federal Civilian agencies.
• Experience collaborating with partners and client directors in a matrixed organization.
• Degree or equivalent experience; evaluated against core role competencies.

Responsibilities

• Build stakeholder relationships and drive customer satisfaction at assigned agencies.
• Develop and execute long-term account strategy aligned to agency missions.
• Position Analytics offerings for Federal Civilian use cases and data initiatives.
• Manage complex sales cycles and present value to C-level and senior executives.
• Navigate federal procurement vehicles (GSA, GWACs) and agency contracts.
• Define territory and account sales plans; meet and exceed quota through prospecting.
• Develop and manage a large sales pipeline around fiscal year and budget cycles.

Skills

Quota-carrying sales

Experience with Federal Civilian

Matrixed team collaboration

Solution-selling mindset

Education

Degree or equivalent experience

Tools

Salesforce CRM

Public sector procurement knowledge

Job description

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'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.

Analytics

As the market-leading choice for modern and Agentic analytics, Tableau makes it easier for people to explore and manage data. It also makes it faster to discover and share insights that can change businesses and the world. Everything we do is driven by our mission to help people see and understand data. That's why our products put the user first, whether they're an analyst, data scientist, program manager, agency executive, or business user. From connection through collaboration, Tableau is the most powerful, secure, and flexible end-to-end analytics platform.

Day to Day

Our Specialist Enterprise Account Executives engage with existing customers and new leads to sell the entire Analytics platform. In this role, you'll focus on Federal Civilian agencies. You'll build trusted relationships with program owners, CIOs, CDOs, and senior executives within your patch. You'll also help agencies realize value from their Salesforce investments. You'll drive the analytics conversation and identify mission-driven use cases across your accounts. You'll develop opportunities through both warm leads and whitespace prospecting.

• Build key stakeholder relationships and drive customer satisfaction at assigned agencies
• Help develop and execute long-term account strategy aligned to each agency's mission and business objectives
• Position Tableau for Federal Civilian use cases, such as: Data-driven decision-making and executive dashboards
• Program performance, grants, and budget transparency
• Citizen and constituent services
• Fraud, waste, and abuse detection
• Data modernization, governance, and open data initiatives
• Coordinate with product support, customer success, and sales engineering to meet agency needs, including security, compliance, and authorization requirements (e.g., FedRAMP)
• Partner on account planning with Salesforce Core AEs, Prime AEs, Cloud AEs, and others to ensure strategic alignment
• Be a Subject Matter Expert (SME) in Salesforce Analytics, including product, features, licensing, and public sector case studies
• Manage complex sales cycles and present the Analytics value proposition to C-level and senior agency executives
• Navigate federal procurement vehicles and channels, such as GSA schedules, GWACs, and reseller or partner contracts
• Define and complete territory and account sales plans, then meet and exceed quota through prospecting, qualifying, managing, and closing opportunities
• Develop and manage your pipeline, moving a large number of opportunities through it at once. Plan around the federal fiscal year and budget cycles

Required Experience

• 7-10+ years of quota-carrying software or technology sales and account management experience, ideally selling to Federal Civilian agencies
• Ability to work within a matrixed team of partners (client directors, solution engineers, executives, etc.)
• Highly driven, with a focus on execution, a strong sense of urgency, and a belief in our Analytics mission
• Business curiosity combined with the technical ability to address customer data challenges and earn trust
• Solution-selling mentality: develop a plan, articulate value, and navigate customer complexity to drive revenue
• Education: Degree or equivalent relevant experience. Experience will be evaluated against the core competencies for the role (e.g., extracurricular leadership, military experience, volunteer roles, work experience).

Preferred Experience

• Experience in the software industry or technical sales (e.g., SaaS)
• Experience with analytics, data, databases, predictive modeling, or business intelligence
• Existing relationships within Federal Civilian agencies and familiarity with federal contracting
• Active security clearance, or the ability to obtain one

Unleash Your Potential

When you join Salesforce, you'll 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'll 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. Salesforce offers a variety of benefits to help you live well including: time off programs, medical, dental, vision, mental health support, paid parental leave, life and disability insurance, 401(k), and an 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 $123,200 - $164,850 annuallyThere is a different range applicable to specific work locations. 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 $135,300 - $181,000 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.