Account Executive - MuleSoft

Job Description

(This is for a RevPilots' client)

Account Executive / Client Partner | MuleSoft

POSITION OVERVIEW

Our client is a Salesforce and MuleSoft services partner that helps organizations design, integrate, and scale their MuleSoft and API environments. The technical team, delivery capability, and Salesforce partnership are already in place. What our client needs now is a seller who can bring in customers.

This is an early sales hire with a single, clear mandate: find customers who use MuleSoft, get our client's team in front of them, and close the engagement. Technical scoping and delivery are fully supported by the internal team, so you stay focused on selling.

You will own the full sales cycle, from sourcing and first meeting through signed contract, and help establish the referral, event, and outbound motion that future sellers will follow.

THE OPPORTUNITY

Our client has strong delivery capability, an established Salesforce partnership, and existing customers, including one recently signed large engagement. The piece still to build is a repeatable way to bring in new customers.

That is where you come in. This role is about creating a new sales stream, not inheriting one. You will build pipeline from three sources:

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• Referrals and co-selling with Salesforce and MuleSoft sellers into their signed customer accounts
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• Strategically chosen conferences and industry events
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• Direct outbound to organizations that use MuleSoft
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This is a hands-on role. Our client is not looking for someone who expects an established territory or an inbound pipeline. It is a strong fit for a seller who wants a platform to build and scale, and who is motivated by meaningful equity and ground-floor ownership.

HOW THE MODEL WORKS

You are responsible for one thing: getting customers to the table. Our client's team handles technical scoping, solutioning, and delivery, so you can stay focused on sourcing new opportunities and closing.

The value loop is straightforward. You bring a MuleSoft customer, the technical team delivers the work, and a successful engagement turns into a long-term services relationship and further expansion.

WHAT YOU WILL OWN

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• Build Salesforce and MuleSoft Co-Selling Relationships
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• Develop co-selling relationships with Salesforce and MuleSoft sellers so they bring our client into their signed customer accounts to handle the services work.
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• Understand what those sellers are trying to accomplish and make it easy for them to refer our client.
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• Generate Pipeline Through Events and Outbound
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• Identify the conferences and industry events worth attending and make them count. The best conference results come from meetings set up in advance, not from walking the floor.
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• Run direct outbound through LinkedIn and email to create your own pipeline.
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• Figure out what messaging and channels work for this offer, then turn that into a repeatable playbook.
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• Sell Full Cycle
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• Source customers who use MuleSoft and get them into qualified conversations.
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• Get our client's technical team in front of the customer at the right moment.
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• Manage the full sales cycle from first meeting through commercial close.
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• Build the Sales Motion
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• Establish the referral, event, and outbound processes that future sellers will follow.
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• Bring structure to pipeline tracking, forecasting, and reporting as the sales function grows.
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IDEAL BACKGROUND

Our client is looking for someone who has sold MuleSoft to customers in the US and who brings existing relationships and a view of who the buyers are. Strong candidates typically come from:

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• Salesforce, selling MuleSoft to customers following the acquisition
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• MuleSoft implementation partners and systems integrators such as Accenture, Deloitte, or similar firms
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• Consulting or services organizations that sell MuleSoft, integration, or API services
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• The ideal candidate can arrive with contacts and a ready list of customers to approach. This is a more experienced hire than an SDR. You should be comfortable owning the full cycle and building relationships with Salesforce and MuleSoft sellers to earn referrals.
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WHAT WE CARE ABOUT MOST

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• Hunter Mentality: You are comfortable starting with little to no pipeline and creating opportunities yourself.
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• Builder Mentality: You see an unbuilt sales motion as an opportunity. You will test outbound, conferences, and referrals and figure out what works.
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• MuleSoft Fluency: You know the MuleSoft and Salesforce world well enough to speak credibly to buyers and to Salesforce sellers.
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• Services Seller: You understand that selling services is different from selling software. You can build trust and navigate a multi-month sales cycle.
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• Relationship Builder: You can build genuine relationships with Salesforce and MuleSoft sellers and turn them into referrals.
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• Executive Presence: You can sell into the CIO's office and to the teams that own integration and APIs.
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• High Ownership: You think like an owner, move quickly, and are accountable for one outcome: signed customers.
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REQUIREMENTS

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• Experience selling MuleSoft to US customers, either at Salesforce or at a MuleSoft implementation partner or systems integrator.
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• A track record of full-cycle sales, from sourcing through close.
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• Existing relationships within the Salesforce or MuleSoft ecosystem, or a demonstrated ability to build them quickly.
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• Comfort creating pipeline from scratch through referrals, events, and outbound.
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• Strong communication, negotiation, and relationship management skills.
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• Ability to work independently in a remote environment and travel as needed.
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PREFERRED QUALIFICATIONS

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• Experience selling to the CIO's office and to integration or API teams.
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• Experience carrying services deals with a multi-month sales cycle and six or seven figure deal sizes.
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• Experience selling agentic AI solutions to small and mid-sized companies. Our client also has an AI services division, so this is a nice to have rather than a requirement.
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WHAT SUCCESS LOOKS LIKE

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• The mandate is simple: get a customer, get our client's team in front of them, and sign the contract. Everything else is supported.
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• Target customers are organizations that use MuleSoft, ranging from tech startups and larger SMBs through mid-market and above.
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• The buyer is typically the CIO's office and the teams that own integration and APIs.
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• Engagements generally run from $200,000 to $1,000,000, with an ideal single-deal size of $500,000 to $1,000,000. Smaller engagements are also welcome.
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• The sales cycle runs roughly two to six months from first touchpoint to signed contract.
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THIS ROLE IS PROBABLY NOT FOR YOU IF

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• You depend on inbound leads or an established territory.
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• You are uncomfortable prospecting or building a sales motion from scratch.
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• Your experience is outside the MuleSoft and Salesforce ecosystem.
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• You want to inherit a mature sales organization rather than help build one.
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COMPENSATION

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• Salary: $100,000-$120,000
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• OTE: $200,000-$240,000
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• Health, Dental, Vision
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• Equity
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