SMB Account Executive - AE or Informatica Specialist AE

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’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.

The Experience

AI agents are reshaping how companies automate decisions, orchestrate processes, and engage customers at scale. But AI is only as powerful as the data foundation behind it. As SMB Account Executive within these teams, you will drive transformational outcomes for our customers using market-leading integration and data management technologies.

Our SMB segment is made up of two subsegments - Small Business, and Growth Business. These segments focus on selling into different company sizes:

• Small Business (SB)- 1-50 Employees
• Growth Business (GRB) - 51-300 Employees

This single posting covers two distinct selling tracks:

• Data Foundation Account Executive (Quarterback / Prime AE): You are the overall account owner and leader of the backend data strategy. Carrying a dual-product quota across MuleSoft and Informatica ACV, you own long-term account growth and orchestrate extended team resources—including Informatica specialists—to deliver the complete data foundation story.
• Informatica Account Executive (Specialist AE): You are the deep domain expert for Informatica's Intelligent Data Management Cloud™ (IDMC). Partnering directly with Prime Account Executives, you uncover complex digital transformation opportunities, advise C-level executives, and drive maximum value from Informatica investments within larger account strategies.

Industry Verticals

• Healthcare & Life Sciences
• Financial Services
• Retail & Consumer Goods
• Manufacturing, Automotive, and Energy
• Consumer & Business Services
• High Tech, Media and Telco
• Travel, Transportation and Hospitality

Why Join Either Team?

• Data Foundation AE (Prime): Total portfolio ownership—drive end-to-end strategy and uncapped ACV growth with two flagship solutions (MuleSoft + Informatica) under one quota.
• Informatica AE (Specialist): Pure domain focus—drive high-value IDMC deals by teaming up with established Prime AEs who open doors to C-suite relationships and top accounts.
• The Unfair Advantage: Sell the #1 priority for C-suites—turning "static data" into "agentic action"—with a portfolio no single competitor can match.
• The Power Trio: Stand at the center of enterprise AI by bringing together MuleSoft for API-led integration, Informatica for deep data governance and quality, and Data Cloud to bridge the "Data Gap" holding AI back.

What You'll Actually Be Doing

• Relationship Building: Establish executive presence and trusted-advisor relationships with C-suite decision-makers and key technical stakeholders.
• Strategy & Execution: Build and execute long-term, objective-aligned account plans that drive customer business outcomes.
• Resource Orchestration: Align cross-functional internal teams (SEs, Product Specialists, Cloud Sales, and Executives) to accelerate deal velocity.
• Value Messaging: Articulate the combined power of MuleSoft, Informatica, and the broader Salesforce ecosystem.
• Pipeline Generation: Drive net-new opportunity creation through target whitespace prospecting and warm lead expansion.
• Role Focus:
  • Data Foundation AE: Dual-quota attainment, primary account ownership, and overarching platform strategy.
  • Informatica AE: IDMC domain expertise, specialist execution, and driving targeted data expansion inside Prime accounts.

You're Our Person If...

• 2+ years of full-cycle software sales experience in fast-paced, competitive market
• Proven track record selling complex technical platforms, with market awareness in Integration, API Management, or Data Management.
• Business-value seller: Demonstrated ability to translate technical capabilities into executive-level business outcomes (revenue, risk mitigation, and competitive advantage).
• Matrix leadership: Exceptional ability to lead and strategize within a matrixed, extended specialist team structure.
• AI fluency: A natural curiosity about the evolving AI landscape, with the ability to credibly connect data and integration strategy to real-world AI outcomes.
• New business focus: Demonstrated expertise in new logo acquisition and greenfield territory development.
• Location: Close proximity to office hub required; role is 4 days on-site per week

Even Better If...

• Completion of formal sales methodology training (MEDDPICC, SPIN, Challenger Sales).
• Familiarity with complex IT selling involving multi-stakeholder approval matrixes across global organizations.
• Strong understanding of enterprise architecture concepts, digital transformation frameworks, and hybrid integration patterns.
• Background in technical solution architecture or management consulting in relevant sector.
• Data Foundation AE Preference: Strong understanding of API management, integration platforms, middleware, and data connectivity solutions.
• Informatica AE Preference: Prior experience with data management, MDM, or data quality platforms.

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

Applications for this position will be accepted on an ongoing basis.

Note: By applying to this posting, recruiters and hiring managers who support multiple verticals across the organization — hiring for both SMB, Commercial and Enterprise Account Executives — will review your resume. Apply once and have it considered by multiple hiring teams. Some positions may be office-based, office-flexible, or remote depending on the team

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 andbe your best, and our AI agents accelerate your impact so you cando your best. Together, we’ll bring the power of Agentforce to organizations of all sizes and deliver amazing experiences that customers love. Apply today to not only shape the future — but to redefine what’s possible — for yourself, for AI, and the world.

Accommodations

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

Please note that Salesforce uses artificial intelligence (AI) tools to help our recruiters assess and evaluate candidates’ resumes and qualifications throughout the recruiting process. Humans will always make any candidate selection and hiring decisions. Please see our Candidate Privacy Statement for more information about how we use your personal data and your rights, including with regard to use of AI tools and opt out options.

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. Know your rights: workplace discrimination is illegal. 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.Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, Salesforce will consider for employment qualified applicants with arrest and conviction records.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 $59,040 - $103,750 annually

There 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 $64,680 - $114,100 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.