SMB Account Executive - Data Foundation (MuleSoft + Informatica) AE or Informatica Specialist AE (Ne

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Overview of the Role
AI agents are reshaping how companies automate decisions, orchestrate processes, and engage customers at scale. But AI is only as powerful as the data foundation behind it. As SMB Account Executive within these teams, you will drive transformational outcomes for our customers using market-leading integration and data management technologies.

Small Business (SB)- 1-50 Employees

Growth Business (GRB) - 51-300 Employees

This single posting covers two distinct selling tracks

Data Foundation Account Executive (Quarterback / Prime AE):

You are the overall account owner and leader of the backend data strategy. Carrying a dual-product quota across MuleSoft and Informatica ACV, you own long-term account growth and orchestrate extended team resources—including Informatica overlay specialists—to deliver the complete data foundation story.

Informatica Account Executive (Overlay / Specialist AE):

You are the deep domain expert for Informatica's Intelligent Data Management Cloud™ (IDMC). Partnering directly with Prime Account Executives, you uncover complex digital transformation opportunities, advise C-level executives, and drive maximum value from Informatica investments within larger account strategies.

Industry Verticals

Healthcare & Life Sciences

Financial Services

Retail & Consumer Goods

Manufacturing, Automotive, and Energy

Consumer & Business Services

High Tech, Media and Telco

Travel, Transportation and Hospitality

Why Join Either Team?

Data Foundation AE (Prime):

Total portfolio ownership—drive end-to-end strategy and uncapped ACV growth with two flagship solutions (MuleSoft + Informatica) under one quota.

Informatica AE (Overlay):

Pure domain focus—drive high-value IDMC deals by teaming up with established Prime AEs who open doors to C-suite relationships and top accounts.

The Unfair Advantage:

Sell the #1 priority for C-suites—turning "static data" into "agentic action"—with a portfolio no single competitor can match.

The Power Trio:

Stand at the center of enterprise AI by bringing together MuleSoft for API-led integration, Informatica for deep data governance and quality, and Data Cloud to bridge the "Data Gap" holding AI back.

Key Responsibilities

Relationship Building:

Establish executive presence and trusted-advisor relationships with C-suite decision-makers and key technical stakeholders.

Strategy & Execution:

Build and execute long-term, objective-aligned account plans that drive customer business outcomes.

Resource Orchestration:

Align cross-functional internal teams (SEs, Product Specialists, Cloud Sales, and Executives) to accelerate deal velocity.

Value Messaging:

Articulate the combined power of MuleSoft, Informatica, and the broader Salesforce ecosystem.

Pipeline Generation:

Drive net-new opportunity creation through target whitespace prospecting and warm lead expansion.

Role Focus:

Data Foundation AE:

Dual-quota attainment, primary account ownership, and overarching platform strategy.

Informatica AE:

IDMC domain expertise, overlay execution, and driving targeted data expansion inside Prime accounts.

Required Qualifications

2+ years of full-cycle software sales experience in fast-paced, competitive market

Proven track record

selling complex technical platforms, with market awareness in Integration, API Management, or Data Management.

Business-value seller:

Demonstrated ability to translate technical capabilities into executive-level business outcomes (revenue, risk mitigation, and competitive advantage).

Matrix leadership:

Exceptional ability to lead and strategize within a matrixed, extended overlay team structure.

AI fluency:

A natural curiosity about the evolving AI landscape, with the ability to credibly connect data and integration strategy to real-world AI outcomes.

New business focus:

Demonstrated expertise in new logo acquisition and greenfield territory development.

Location:

Close proximity to office hub required; role is 4 days on-site per week.

Things We Love (Preferred Experience)

Completion of formal sales methodology training (MEDDPICC, SPIN, Challenger Sales).

Familiarity with complex IT selling involving multi-stakeholder approval matrixes across global organizations.

Strong understanding of enterprise architecture concepts, digital transformation frameworks, and hybrid integration patterns.

Background in technical solution architecture or management consulting in relevant sector.

Data Foundation AE Preference:

Strong understanding of API management, integration platforms, middleware, and data connectivity solutions.

Informatica AE Preference:

Prior experience with data management, MDM, or data quality platforms.

Core Competencies

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

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