SMB Account Executive – Data Foundation (MuleSoft + Informatica) AE or Informatica Specialist AE (Chicago)

Job description

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. Job Category Sales Job Details About Salesforce Salesforce is the #1 AI CRM, where humans with agents drive customer success together. Here, ambition meets action. Tech meets trust. And innovation isn’t a buzzword — it’s a way of life. The world of work as we know it is changing and we're looking for 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. Ready to level-up your career at the company leading workforce transformation in the agentic era? You’re in the right place! Agentforce is the future of AI, and you are the future of Salesforce. About SalesforceSalesforce is the #1 AI CRM, where humans with agents drive customer success together. Here, ambition meets action. Tech meets trust. And innovation isn’t a buzzword — it’s a way of life. The world of work as we know it is changing and we're looking for 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.Ready to level-up your career at the company leading workforce transformation in the agentic era? You’re in the right place! Agentforce is the future of AI, and you are the future of Salesforce.Applications for this position will be accepted on an ongoing basis.Note: By applying to this posting, recruiters and hiring managers who support multiple verticals across the organization — hiring for both SMB, Commercial and Enterprise Account Executives — will review your resume. Apply once and have it considered by multiple hiring teams. Some positions may be office-based, office-flexible, or remote depending on the team.Overview of the Role:AI agents are reshaping how companies automate decisions, orchestrate processes, and engage customers at scale. But AI is only as powerful as the data foundation behind it. As SMB Account Executive within these teams, you will drive transformational outcomes for our customers using market-leading integration and data management technologies.Our SMB segment is made up of two subsegments - Small Business, and Growth Business. These segments focus on selling into different company sizes:Small Business (SB)- 1-50 EmployeesGrowth Business (GRB) - 51-300 EmployeesThis single posting covers two distinct selling tracks: • Data Foundation Account Executive (Quarterback / Prime AE): You are the overall account owner and leader of the backend data strategy. Carrying a dual-product quota across MuleSoft and Informatica ACV, you own long-term account growth and orchestrate extended team resources—including Informatica overlay specialists—to deliver the complete data foundation story. • Informatica Account Executive (Overlay / Specialist AE): You are the deep domain expert for Informatica’s Intelligent Data Management Cloud™ (IDMC). Partnering directly with Prime Account Executives, you uncover complex digital transformation opportunities, advise C-level executives, and drive maximum value from Informatica investments within larger account strategies. Industry Verticals • Healthcare & Life Sciences • Financial Services • Retail & Consumer Goods • Manufacturing, Automotive, and Energy • Consumer & Business Services • High Tech, Media and Telco • Travel, Transportation and Hospitality Why Join Either Team? • Data Foundation AE (Prime): Total portfolio ownership—drive end-to-end strategy and uncapped ACV growth with two flagship solutions (MuleSoft + Informatica) under one quota. • Informatica AE (Overlay): Pure domain focus—drive high-value IDMC deals by teaming up with established Prime AEs who open doors to C-suite relationships and top accounts. • The Unfair Advantage: Sell the #1 priority for C-suites—turning "static data" into "agentic action"—with a portfolio no single competitor can match. • The Power Trio: Stand at the center of enterprise AI by bringing together MuleSoft for API-led integration, Informatica for deep data governance and quality, and Data Cloud to bridge the "Data Gap" holding AI back. Key Responsibilities • Relationship Building: Establish executive presence and trusted-advisor relationships with C-suite decision-makers and key technical stakeholders. • Strategy & Execution: Build and execute long-term, objective-aligned account plans that drive customer business outcomes. • Resource Orchestration: Align cross-functional internal teams (SEs, Product Specialists, Cloud Sales, and Executives) to accelerate deal velocity. • Value Messaging: Articulate the combined power of MuleSoft, Informatica, and the broader Salesforce ecosystem. • Pipeline Generation: Drive net-new opportunity creation through target whitespace prospecting and warm lead expansion. • Role Focus: • Data Foundation AE: Dual-quota attainment, primary account ownership, and overarching platform strategy. • Informatica AE: IDMC domain expertise, overlay execution, and driving targeted data expansion inside Prime accounts. Required Qualifications • 2+ years of full-cycle software sales experience in fast-paced, competitive market • Proven track record selling complex technical platforms, with market awareness in Integration, API Management, or Data Management. • Business-value seller: Demonstrated ability to translate technical capabilities into executive-level business outcomes (revenue, risk mitigation, and competitive advantage). • Matrix leadership: Exceptional ability to lead and strategize within a matrixed, extended overlay team structure. • AI fluency: A natural curiosity about the evolving AI landscape, with the ability to credibly connect data and integration strategy to real-world AI outcomes. • New business focus: Demonstrated expertise in new logo acquisition and greenfield territory development. • Location: Close proximity to office hub required; role is