Enterprise Technical Account Executive

Role Summary

Our Enterprise Business team focuses on driving strategic, platform-level transformation with our most complex customers—organizations with 10,000+ employees. In an era of AI-driven transformation, the gap between "business value" and "technical feasibility" is closing. We are looking for individuals who can bridge that gap in the first meeting, not the fifth. We are seeking Technically Fluent Account Executives to operate as a true technology advisor.

This role is crucial for building immediate credibility and trust with today’s Technical Buyers. You will have the core responsibilities of an AE—developing account strategy, driving revenue, and managing executive relationships—with deep technical acumen. The role is designed for the technical expert who wants the autonomy and upside of a full sales cycle owner without abandoning their architectural roots. You will be empowered to articulate the architectural vision and competitive differentiation of the entire Salesforce Customer 360 platform, driving sales cycles with less reliance on pre‑sales resources for early‑stage and foundational technical conversations.

This role is key to advancing our AI‑first vision and requires a strong interest in, and ability to explain, emerging technologies. It is ideal for individuals with a strong background in solution architecture, technical consulting, or sales engineering who are ready to own the full sales cycle.

• Drive early‑stage technical discussions, leveraging a strong interest in emerging technologies and a preferred ability to confidently explain concepts like AI models to both technical and non‑technical stakeholders.
• Act as the “Chief Architect of the Deal,” providing customers and internal teams with a foundational understanding of how various Salesforce products (e.g., Data Cloud, Mule Soft, Slack, Core Clouds) integrate to deliver strategic business outcomes.
• Leverage your technical expertise to conduct early‑stage product overviews, articulate technical roadmaps, and answer complex solution‑based questions during the discovery and qualification phases.
• Take complex concepts and solutions and simplify them for business stakeholders while maintaining technical accuracy.

• Utilize a consultative, challenger approach to diagnose business challenges, articulate the technical "how," and focus on driving value realization through our technology.
• Clearly articulate the Salesforce advantage and competitive differentiation based on functionality and the "why" behind utilizing our platform.

• Develop and drive the overall long‑term strategy for a defined account or territory, focusing on platform adoption and alignment to complex customer business objectives.
• Exhibit exceptional communication, executive presence, and discovery skills to build trusted relationships with C‑suite and technical decision‑makers (e.g., Enterprise Architects, CTOs).
• Prove ability to collaborate and sell across functions within a matrixed organization, coordinating all internal resources.

• Experience in managing one large key account or a complex territory with a strong focus on expansion and platform consolidation.
• A strong track record of high achievement, consistently meeting or exceeding annual quotas or goals.
• Minimum of 3–5 years in Enterprise Sales selling highly complex, multi‑product SaaS/Cloud solutions.
• Demonstrated deep technical acumen and learning agility gained from prior experience in roles such as Solutions Architect, Sales Engineer, Technical Consultant, or Platform Specialist.
• All candidates possess deep product knowledge that builds instant credibility with technical buyers. Problem‑solving skills enable mapping solutions directly to customer challenges.

• Proven ability to excel at discovery and communicate complex concepts simply, creating stronger trust and more impactful sales outcomes.
• Proven ability to explain complex technical models and architectural blueprints to both non‑technical business executives and…