Account Partner Senior Director

Salesforce•Mclean, VA

3d•Onsite

About The Position

The Account Partner Senior Director is the strategic orchestrator of the account — combining the organizational rigor to manage complex, multi-year workstreams with the executive presence to align C-Suite and senior government stakeholders. This role leads growth across US Federal Civilian agencies (Labor, Treasury, DOI, DoE, GSA, and others) and US Tribal Nations, owning the customer relationship, driving successful delivery outcomes, and partnering closely with Sales to expand Salesforce's footprint. Beyond individual account ownership, this leader will coach the broader team on sales process discipline — forecasting rigor, deal progression, and executive-level client engagement — helping close current quota gaps and set up sustained bookings growth.

Requirements

Significant experience leading customer experience, digitization, or sales/service/marketing transformation programs — either as an internal leader or as an external consultant (Salesforce platform experience preferred).
Experience selling and/or delivering Professional Services in a Salesforce or Global System Integrator-type environment.
Deep experience working within U.S. Federal agencies and navigating government delivery, funding, and procurement processes; US Federal contracting experience required.
Proven track record operating as a "player-coach" — able to command a boardroom, navigate complex environments, and convert strategic visions into multi-million dollar commercial mandates.
Strong executive presence with demonstrated ability to influence C-suite and senior government stakeholders.
Prior leadership experience within Professional Services sales.
US citizenship required; active security clearance preferred or ability to obtain
Must be local to the DC Metro area
Ability to travel as needed to support client and executive engagements.

Nice To Haves

Experience using AI tools like Gemini and Claude in the end to end sales cycle (e.g. account strategy research and prep, buyer intelligence, market competition analysis, pipeline identification, processing RFx)

Responsibilities

Own the end-to-end client relationship for assigned Federal Civilian and Tribal Nations accounts, acting as the primary steward of program success, delivery health, and expansion strategy.
Conduct unified "One Salesforce" account pursuits — aligning License Sales, Product, and Customer Success — to chart a clear path for digital and agentic transformation.
Bridge the gap between a client's strategic aspirations and high-stakes execution, driving bookings, program revenue, and software consumption.
Lead and shape Professional Services pursuits, proposals, and commercial constructs for complex, multi-million dollar engagements.
Coach and mentor account teams on sales process discipline: forecasting accuracy, deal progression, and executive engagement standards.
Navigate government delivery, funding, and procurement environments, including budget alignment and financial governance for Federal programs.
Serve as an escalation point for at-risk engagements, partnering with delivery leadership to manage risk and protect client trust.
Represent Salesforce Professional Services at the executive level with clients and internally.