Expansion Sales Account Executive, Informatica

Salesforce•Chicago, IL

18h•Remote

About The Position

The Expansion Sales Account Executive (SAE) role at Informatica focuses on leading the upsell and cross-sell of enterprise software solutions, specifically from IDMC products, to drive incremental subscription revenue from the existing customer base. The SAE is expected to evangelize Informatica by generating additional revenue and business from existing customers, strategically right-sizing their existing footprint to meet current and future needs. This role nurtures and owns the expansion relationship within an assigned territory, maximizing Informatica's footprint for cloud products. Incremental sales revenue is driven by customers' current consumption of cloud products, guided by their present adoption and future expansion needs. The role operates with precision and partnership, driving Net Revenue Retention through targeted expansion motions rooted in real-time usage, predictive insights, and licensing clarity. Customer success is paramount, requiring the SAE to analyze consumption metrics, create account analyses, consult, and deeply understand business needs. Expansion efforts are supported by collaborative cross-functional teams including Sales, Solution Engineering, Customer Success, Renewals, Marketing, Channel Management, Finance, and Customer Support, as well as external parties like Alliances and Channel Partners. Candidates need a thorough understanding of Informatica platform technologies and/or SaaS consumption pricing, with prior Enterprise sales experience within the SaaS ecosystem being a must-have. This is primarily a remote selling position with minimal travel expected. The role reports to the solution sales organization through expansion leadership.

Requirements

3+ years of field sales experience in the SaaS space.
Minimum 5+ years of relevant professional experience.
Experience within data management software selling.
A clear track record of success in expanding SaaS subscriptions, demonstrated by overachievement of quota ($1M+ of ARR).
BA/BS or equivalent educational background, or an equivalent combination of relevant education and experience.
Ability to engage technical and business stakeholders.
Mix of business and technical acumen with ability to engage and add value in discussions involving both technology and business strategy.
Strong written and oral presentation skills and ability to engage with a spectrum of executives-technical and non-technical from developers, and architects, to C-level.
Thorough understanding of Informatica platform technologies and/or SaaS consumption pricing.
Prior Enterprise sales experience within the SaaS ecosystem is must-have experience.
Full functional knowledge of the deployment of software solutions and how consumption metrics drive expansion.
Maintain an understanding of Informatica's subscription and Consumption pricing models to provide customers assistance in the usage/use case-based expansion discussions.
Fully adept at consultative effectiveness and establishing trust with internal and external customers.

Nice To Haves

Technical knowledge of Informatica will be an added advantage.
Previous experience in consulting, open source solutions or with an annual subscription sales model is preferred.
AI & Data Curiosity: A natural curiosity about the evolving AI and agentic landscape. You stay close to where enterprise AI is heading and equip yourself to credibly connect data and integration strategy to real-world AI outcomes.

Responsibilities

Meet and exceed expansion sales goals (quotas) through analyzing consumption metrics, prospecting, qualifying, managing, and closing sales opportunities end to end within the assigned accounts/territory.
Expand sales within existing accounts while building strategic relationships with key decision-makers.
Orchestrate the Ecosystem: Work in close partnership with Sales, Customer Success, Solution Engineering, Renewals, Marketing, Partner Alliances, and Services to ensure success and customer health.
Forecast & Report with Precision: Regularly report on individual results including pipeline generation, pipeline quality, and forecasting to executive leadership.
Build Pipeline at Scale: Continuously work within the assigned territory to create new pipeline opportunities and drive revenue.
Manage and track customer and transactional information in a Salesforce CPQ CRM system with high accuracy.
Provide customer feedback to internal stakeholders for product, systems, and process improvements.
Nurture and expand the company's relationship with customer accounts of various sizes.
Negotiate all facets of contracts, adoption, and consumption metrics to develop win/win negotiation strategies that maximize contract value while enhancing the customer relationship.
Drive departmental use case sales to enterprise-wide expansion sales by understanding the business and technical contexts of key accounts.