SMB Account Executive - Data Foundation (Informatica + MuleSoft)

MuleSoft•Atlanta, GA

8d•Hybrid

About The Position

Salesforce is seeking an exceptional Enterprise Account Executive to join its fast-growing Data Foundation team, focusing on the MuleSoft & Informatica portfolio. This is a strategic, senior sales role. The Data Foundation Account Executive sits at the epicenter of the most significant shift in enterprise tech: The Agentic Revolution. AI agents are actively reshaping how businesses automate decisions, orchestrate processes, and engage customers at scale. But AI agents are only as powerful as the data and integrations that fuel them. This is where MuleSoft and Informatica become mission-critical. The role involves owning the Data Foundation Mandate, carrying quota for both MuleSoft and Informatica, and driving Annual Contract Value (ACV) across both products. The primary objective is to position the Data Foundation as the essential layer for every AI initiative. The Account Executive will lead "Data Foundation" discovery sessions with CIOs and Data Architects to uncover fragmented systems and data quality issues holding their AI back, articulating how a MuleSoft + Informatica-led foundation is the only way to build a secure, future-proof AI roadmap. This role also involves defining and executing Go-to-Market (GTM) strategy for the sector and transforming how enterprises leverage API management, integration platforms, and data connectivity.

Requirements

2+ years of software sales experience in fast-paced, competitive market.
Proven track record of exceeding quota targets in complex, high-stakes software sales roles.
Demonstrated expertise in New Business acquisition and Greenfield territory development.
Experience managing large, complex deals.
Strong understanding of API management, integration platforms, middleware, and data connectivity solutions.
Ability to articulate business value of complex enterprise technology to both technical and executive audiences.
Proven skill in building business and technical champions within large, matrixed organizations.
Consultative sales approach grounded in customer success and integrity.
Collaborative team spirit with "company-first" mentality.
Ability to manage complex, multi-stakeholder sales cycles spanning multiple business units.

Nice To Haves

Previous sales methodology training (MEDDIC, SPIN, Challenger Sales).
A genuine interest in how AI tools are changing the way small businesses operate.
Thrive in a fast-paced environment, manage a high volume of accounts, and can prioritize effectively without losing the personal touch.
Experience working with small business owners or key decision-makers, with the ability to build trust quickly and guide customers through a more consultative buying process.
Familiarity with software, cloud, or platform solutions - comfortable having conversations about technology and learning fast.
Experience with emerging technology adoption and AI-led transformation initiatives.
Bachelor's or Master's degree in Business, Engineering, or related field.

Responsibilities

Own the Data Foundation Mandate: Carry quota for both MuleSoft and Informatica and be responsible for driving ACV across both products.
Position the Data Foundation as the essential layer for every AI initiative.
Lead "Data Foundation" discovery sessions with CIOs and Data Architects to uncover fragmented systems and data quality issues holding their AI back.
Articulate how a MuleSoft + Informatica-led foundation is the only way to build a secure, future-proof AI roadmap.
Define and execute Go-to-Market (GTM) strategy for your sector.
Transform how enterprises leverage API management, integration platforms, and data connectivity.
Proactively identify, qualify, and close a robust sales pipeline with focus on New Business acquisition.
Conduct strategic prospecting with CTO/CIO, Engineering/IT Leaders, and senior business executives.
Own and execute comprehensive account strategies to penetrate multiple business units.
Build and sustain strong, lasting C-level relationships that generate long-term expansion opportunities.
Lead white space analysis and land-and-expand strategies within assigned accounts.
Develop compelling business cases that clearly articulate ROI for enterprise integration and data connectivity challenges.
Partner with Solution Architects/Engineers (Pre-sales) and work in close synergy with Professional Services team.
Collaborate with ecosystem and channel partners to maximize deal size and scope.
Forecast accurately and deliver regular business updates to leadership.
Actively participate in Sales Enablement programs, advanced sales training, and leadership development initiatives.