Informatica Cloud Account Executive, MDM

Salesforce•San Francisco, CA

About The Position

The Informatica MDM Cloud Account Executive leads direct sales of Salesforce’s enterprise Master Data Management and Data Governance platform to strategic enterprise accounts. The role drives complex, full-cycle sales campaigns, positioning MDM solutions to C-suite executives and senior business leaders and showing how unified master data, automated data quality, and account hierarchy management can support digital transformation, regulatory compliance, and CRM/ERP investments. The Account Executive develops enterprise pipeline and revenue, conducts consultative value-based selling, builds executive relationships, develops tailored demonstrations and business cases with solution and value engineering teams, and leads negotiations and procurement processes. The role also collaborates with systems integrators, consulting firms, and cloud ecosystem partners, while managing territory plans, forecasts, and opportunities in Salesforce.

Requirements

5–8+ years of enterprise software sales experience, in SaaS or on-premises solutions.
Track record of consistently exceeding seven-figure quotas ($1M+ ARR).
Demonstrated expertise selling enterprise data solutions such as MDM, Data Governance, Data Integration (ETL/ELT), Data Quality, or Enterprise Data Catalogs.
Deep understanding of enterprise data architecture, CRM/ERP ecosystems, and cloud data warehouses.
Familiarity with enterprise account structures, customer 360 frameworks, and data compliance regulations including GDPR and CCPA.
Proven ability to navigate complex, multi-stakeholder sales cycles lasting 6–12+ months, with contract values of $250K–$1M+ ACV.
Strong business acumen and excellent communication and presentation skills.

Nice To Haves

Existing network of CDO, CIO, and Enterprise Architecture contacts within Fortune 1000 accounts.
Familiarity with or experience in a co-selling role.
Experience with major MDM vendors such as Informatica, Reltio, Semarchy, Stibo Systems, SAP MDG, Riversand, or similar.
Bachelor’s degree in Business, Computer Science, Marketing, or a related field, or equivalent practical experience.

Responsibilities

Build, manage, and close a multi-million-dollar pipeline of net-new software and SaaS opportunities in targeted Fortune 500 and enterprise accounts.
Use value-based sales methodologies to identify customer needs related to data silos, account hierarchies, data quality, and compliance.
Establish and nurture relationships with C-suite decision-makers and other senior business and technical stakeholders.
Partner with Solution Engineers and Value Engineering teams to deliver tailored product demonstrations, ROI analyses, and business cases.
Lead complex contract negotiations, RFPs/RFIs, pricing, and procurement, coordinating legal, security, executive, and other stakeholder teams.
Collaborate with systems integrators, global consulting firms, and cloud ecosystem partners to co-sell and expand deal reach.
Maintain pipeline forecasts, territory plans, and opportunity tracking in Salesforce to support quarterly quota attainment.