Expansion Sales Account Executive

Build Your Career at Informatica

We seek innovative thinkers who believe in the power of data to drive meaningful change. At Informatica, we welcome adventurous minds eager to tackle the world's most complex challenges. Our employees are empowered to push their bold ideas forward, and we are united by a shared passion for using data to do the extraordinary for each other and the world.

The Expansion SAEs will lead the upsell and cross-sell of enterprise software solutions from IDMC products to drive incremental subscription revenue from the existing customer base. The Expansion SAE is expected to evangelize Informatica by generating additional revenue and business from existing customers. Thus, fueling our growth by strategically right sizing their existing footprint to meet their current needs and upcoming use cases.

This role nurtures and owns the expansion relationship within assigned territory and maximizes

Informatica's footprint within them for cloud products. Incremental Sales revenue will be driven by customers current consumption of cloud products guided by the present adoption and their future expansion needs. We operate with precision and partnership, driving Net Revenue Retention through targeted expansion motions rooted in real-time usage, predictive insights, and licensing clarity.

Nothing is more paramount to us in Informatica than customer success. In this role, an Expansion SAE won't simply sell products. They are expected to analyze the consumption metrics, create account analysis’, consult, and listen deeply to understand current and future business needs. Expansion of our existing customer base is backed by collaborative cross-functional teams. Incumbents effectively collaborate with other teams, including Sales, Solution Engineering, Customer Success, Renewals, Marketing, Channel Management, Finance, and

Customer Support, as well as external parties such as Alliances and Channel Partners. As this is a consumption-based expansion role, candidates need a thorough understanding of Informatica platform technologies and/or

SaaS consumption pricing. Prior Enterprise sales experience within the SaaS ecosystem is must-have experience. This is mainly a remote selling position where minimum travel to the customer's location is expected based on customer needs.

This role will report to the solution sales organization through expansion leadership.

• This role is a quota-carrying expansion or incremental sales position.
• Meet and exceed expansion sales goals (quotas) through analyzing consumption metrics, prospecting, qualifying, managing, and closing sales opportunities end to end within the assigned accounts/territory.
• Expand sales within existing accounts while getting connected and building strategic relationships with key decision-makers.
• At this level, incumbents will have expert-level knowledge of selling the company's IDMC products and services.
• Orchestrate the Ecosystem:
  You work in close partnership with Sales, Customer Success, Solution Engineering, Renewals, Marketing, Partner Alliances, and Services to ensure your team has everything they need to succeed. Cross-company engagement is a core part of how you operate at scale to ensure customer health and a value driven expansion is top of mind.
• Forecast & Report with Precision:
  You regularly report on individual results — pipeline generation, pipeline quality, forecasting — and keep executive leadership informed with accuracy and candor.
• Build Pipeline at Scale:
  You continuously work within your assigned territory to create new pipeline opportunities and drive revenue
• Manage and track customer and transactional information in a Salesforce CPQ CRM system with high accuracy.
• Executive Engagement
  
  Skills:
  
  Excellent presentation and executive engagement skills — you are comfortable in the boardroom and credible with CIOs, CTOs, and C-suite stakeholders
• AI &Data Curiosity: A natural curiosity about the evolving AI and agentic landscape. You stay close to where enterprise AI is heading and equip yourself to credibly connect data and integration strategy to real-world AI outcomes
• Provides customer feedback to…