Named SLG Account Executive, Rocky Mountains

Salesforce•Denver, CO

About The Position

Salesforce is hiring a builder to own its state government business across the Rocky Mountain territory, serving Wyoming, North Dakota, and South Dakota. The role is part of the Public Sector team and works closely with Solution Engineering, partners, and a regional vice president. The account executive will establish a territory presence where there is no inherited book of business, identify priority agencies, develop relationships, and build a durable multi-agency footprint. Regular in-person travel throughout the three states is required; being based in or near the territory or Rocky Mountain region is preferred. The position involves creating and executing a written territory and account plan, generating new pipeline, and leading complex, long-cycle public sector sales from discovery through procurement, contracting, and launch. The account executive will navigate government purchasing processes, shape solutions across Salesforce products with solution engineers and partners, maintain accurate forecasts, and turn initial customer wins into references and broader agreements. They will also coordinate Salesforce resources and Customer Success to help customers go live and realize value. Success measures include establishing a territory plan and executive meetings in all three states within the first 90 days; building qualified pipeline, partner co-sell activity, and an opportunity in procurement within six months; and signing and launching a lighthouse customer within 12 months. Salesforce provides a month-long onboarding and immersion program, including product bootcamp, mentorship, and ongoing coaching and development.

Requirements

At least 7 years of quota-carrying enterprise software sales experience, including at least 3 years selling to state or local government.
Record of building a territory from scratch, with the ability to describe how a territory was developed from no pipeline.
Exceptional account-planning ability, including planning around agency organizational structures, budget cycles, and multi-year roadmaps.
Executive presence and ability to connect technology to mission outcomes with senior government leaders.
Perseverance through public sector sales cycles that may run 12 to 24 months, including budget delays, RFP delays, and leadership turnover.
Fluency in public sector purchasing, including RFPs, cooperative purchasing vehicles, reseller partners, and legislative funding.
Ability to co-sell with systems integrators and resellers and build productive partner relationships.
Willingness to travel regularly across Wyoming, North Dakota, and South Dakota.

Nice To Haves

Existing relationships with state agencies in Wyoming, North Dakota, South Dakota, or neighboring states.
Experience selling CRM, case management, or platform solutions to Health and Human Services, Labor, Revenue, Transportation, or Public Safety organizations.
Familiarity with legacy mainframe replacement, federal compliance frameworks, and AI adoption in government.
Salesforce ecosystem experience as a customer, partner, or seller.
Based in or near the territory or the Rocky Mountain region.

Responsibilities

Build and maintain a written territory and account plan that prioritizes Rocky Mountain agencies by need, budget timing, and executive sponsorship; update it quarterly.
Map priority agencies’ organizational structures, budget cycles, legislative calendars, and technology needs or debt.
Track biennial budget sessions, federal funding streams, and IT modernization initiatives to align pipeline with funding timelines.
Create pipeline through prospecting, events, partner co-selling, and consistent follow-through.
Build trusted relationships with agency heads, CIOs, CFOs, program directors, and state IT leadership.
Travel across Wyoming, North Dakota, and South Dakota for executive meetings, site visits, government technology summits, and association events.
Lead complex, long-cycle sales from discovery through procurement, contracting, and launch.
Navigate public sector purchasing paths, including cooperative contracts such as NASPO ValuePoint, reseller partners, and agency-specific RFPs.
Shape Salesforce platform and industry solutions with Solution Engineering and partners, including Agentforce, Data Cloud, Service Cloud, and Public Sector solutions.
Forecast accurately and maintain a clean, honest pipeline in Salesforce.
Turn initial wins into lighthouse references and expand adoption across agencies and toward enterprise-wide agreements.
Work with Customer Success and partners to ensure customers go live and realize value.
Develop opportunities from warm leads and whitespace prospecting; build stakeholder relationships and drive customer satisfaction at assigned accounts.
Develop long-term account strategies aligned with customer business objectives and coordinate Salesforce resources to meet customer needs.
Coordinate account planning with Prime and Cloud sales resources to ensure strategic alignment.
Communicate Salesforce’s value proposition to existing and prospective customers.

Benefits

7 paid volunteer days off per year and donation matching for approved charitable donations.
Health insurance.
Life insurance.
Retirement savings plan.
Monthly wellness allowance.
Flexible time off and leave policies.
Parental benefits.
Perks and discounts.
Medical, dental, and vision coverage.
Mental health support.
Paid parental leave.
Disability insurance.
401(k).
Employee stock purchasing program.
Month-long immersion and onboarding, including product bootcamp, mentorship, weekly coaching, and development programs.