Expansion Sales Account Executive, Informatica

About the Role

The Expansion SAE will lead the upsell and cross‑sell of enterprise software solutions, driving incremental subscription revenue from the existing customer base. This role nurtures and owns the expansion relationship within an assigned territory, maximizing Informatica’s footprint within cloud products.

• Meet and exceed expansion sales goals (quotas) through analyzing consumption metrics, prospecting, qualifying, managing, and closing sales opportunities end to end within assigned accounts/territory.
• Expand sales within existing accounts while building strategic relationships with key decision-makers.
• Collaborate with Sales, Customer Success, Solution Engineering, Renewals, Marketing, Partner Alliances, Services, and other internal teams to secure support and resources.
• Forecast, report, and maintain accurate pipeline and results in a Salesforce CPQ CRM system.
• Present with executive engagement skills and communicate in boardroom settings among CIOs, CTOs, and C‑suite stakeholders.
• Maintain a strong understanding of Informatica platform technologies, consumption pricing models, and subscription dynamics.
• Provide customer feedback to internal stakeholders for product, systems, and process improvements.

• 3+ years of field sales experience in the SaaS space.
• Minimum 5+ years of relevant professional experience.
• Experience with in data management software selling.
• Clear track record of expanding SaaS subscriptions with over achievement of quota ($1M+ ARR).
• BA/BS or equivalent educational background.
• Technical knowledge of Informatica technologies (advantage).
• Ability to engage both technical and business stakeholders.
• Strong written and oral presentation skills.
• Experience in consulting, open‑source solutions or annual subscription sales model.
• Deep understanding of utilization, consumption models, and expansion playbooks.
• Expert‑level negotiation, presentation, business, and financial acumen at all customer levels.
• Knowledge of enterprise cloud platforms, SaaS/PaaS contracts.
• Strong consultative skills and ability to establish trust with internal and external customers.

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

Salesforce is an equal opportunity employer and maintains a policy of non‑discrimination with all employees and applicants for employment. This policy applies to recruiting, hiring, job assignment, compensation, promotion, benefits, training, assessment of job performance, discipline, termination, and everything in between. No employee or potential employee will be evaluated on the basis of race, religion, color, national origin, sex, sexual orientation, gender identity or expression, age, disability, veteran or marital status, political viewpoint, or other classifications protected by law.

The same goes for compensation, benefits, and promotions. 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.