SMB Account Executive – Data Foundation (MuleSoft + Informatica)

Quick Facts

• Sales role focused on SMB and Growth Business segments (1–300 employees)
• Two selling tracks: Data Foundation Account Executive (Prime/Quarterback) and Informatica Specialist Account Executive (IDMC)
• 4 days on-site per week near an office hub

Description

Drive transformational customer outcomes for AI-era data foundation initiatives by selling MuleSoft and Informatica solutions. As the Prime AE, you own end-to-end backend data strategy and orchestrate specialists to deliver the full integration and data management story under a dual-product quota. As an Informatica Specialist AE, you serve as the IDMC domain expert and partner with Prime AEs to close C-level opportunities.

Responsibilities

• Build executive presence with C-suite decision-makers and key technical stakeholders
• Create and execute long-term account plans aligned to customer business outcomes
• Orchestrate internal teams (SEs, Product Specialists, Cloud Sales, Executives) to accelerate deal velocity
• Deliver value messaging for MuleSoft + Informatica within the broader Salesforce ecosystem
• Generate pipeline through target whitespace prospecting and warm lead expansion
• Prime AE: achieve dual-quota attainment and lead overarching platform strategy
• Specialist AE: deliver IDMC domain expertise and drive targeted data expansion inside Prime accounts

Requirements

• 2+ years of full-cycle software sales experience in fast-paced, competitive markets
• Proven track record selling complex technical platforms (integration, API management, or data management)
• Business-value seller: translate technical capabilities into executive-level business outcomes (e.g., revenue, risk mitigation)
• Matrix leadership: lead and strategize within a matrixed specialist team structure
• AI fluency: credibly connect data and integration strategy to real-world AI outcomes
• New business focus: experience acquiring net-new logos and developing greenfield territories

Benefits

• Potential incentive compensation and equity for sales roles
• Time off programs
• Medical, dental, vision, and mental health support
• Paid parental leave
• Life and disability insurance
• 401(k) and employee stock purchasing program