SMB Account Executive Data Foundations; Informatica + MuleSoft

Overview

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.

Salesforce is the #1 AI CRM, where humans with agents drive customer success together. This role sits at the epicenter of the Agentic Revolution within the Data Foundation team, focusing on Mule Soft and Informatica. Salesforce seeks 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.

You will be part of the company leading workforce transformation in the agentic era, shaping the future of AI and data connectivity.

Role:
Data Foundation Account Executive (Mule Soft & Informatica) — a strategic, senior sales position focused on building the Data Foundation as the essential layer for every AI initiative.

Salesforce is looking for an exceptional Enterprise Account Executive to join the Data Foundation team, with a portfolio spanning Mule Soft and Informatica. This is a strategic, senior sales role — not a conventional tactical position.

• Key Focus Areas — Own the Data Foundation Mandate; carry quota for both Mule Soft and Informatica and drive annual contract value (ACV) across both products; position the Data Foundation as essential for AI initiatives.
• Lead “Data Foundation” discovery through deep-dive sessions with CIOs and Data Architects to identify data quality issues and articulate how a Mule Soft + Informatica foundation enables a secure, future-proof AI roadmap.
• Define and execute GTM strategy for your sector; transform how enterprises leverage API management, integration platforms, and data connectivity.
• Advance your career within an organization that emphasizes internal promotion and long-term opportunity.

• Strategic Sales Leadership — Identify, qualify, and close a robust 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 across multiple business units.
• Relationship Building & Growth — Build and sustain C-level relationships to generate long-term expansion opportunities; lead white space analysis and land-and-expand strategies within assigned accounts; develop compelling ROI business cases for enterprise integration and data connectivity challenges.
• Collaboration & Execution — Partner with Solution Architects/Engineers (Pre-sales) and work with Professional Services; collaborate with ecosystem and channel partners to maximize deal size and scope; forecast accurately and provide regular leadership updates; participate in Sales Enablement and advanced training.

• Required Experience — 2+ years of software sales in fast-paced, competitive markets; proven track record of exceeding quota targets in complex software deals; experience in New Business acquisition and Greenfield territory development; ability to manage large, complex deals.
• Technical & Business Acumen — Strong understanding of API management, integration platforms, middleware, and data connectivity; ability to articulate business value of complex enterprise tech to technical and executive audiences; success in building business and technical champions within large, matrixed organizations.
• Core Competencies — Consultative sales rooted in customer success and integrity; collaborative, company-first mentality; ability to manage complex, multi-stakeholder sales cycles across multiple business units.

• Sales Methodology Experience — MEDDIC, SPIN, Challenger Sales.
• AI & Data Curiosity — Interest in how AI tools change how small businesses operate; eager to learn and share possibilities.
• Adaptability — Thrives in a fast-paced environment, manages high account volumes, prioritizes effectively while maintaining personal connection.
• Industry Knowledge — SMB focus, building trust with decision-makers through a consultative buying process.
• Tech Solutions Aptitude — Familiarity with software/cloud/platform solutions; comfortable discussing technology and learning quickly; experience with AI-led…