SMB Account Executive - Data Foundation (Informatica + MuleSoft)
$59,040–$103,750 year
On-siteChicago, Illinois, United States or San Francisco, California, United States
Job Summary
Lead deep-dive discovery sessions with CIOs and Data Architects to uncover fragmented systems and articulate how a MuleSoft and Informatica foundation secures future-proof AI roadmaps. Drive ACV across both products by proactively identifying, qualifying, and closing a robust sales pipeline focused on new business acquisition. Execute comprehensive account strategies to penetrate multiple business units, while building white space analysis and land-and-expand strategies within assigned accounts. Partner closely with Solution Architects, Professional Services, and ecosystem partners to maximize deal size, forecast accurately, and deliver regular business updates to leadership.
Required Qualifications
- 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
- 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
- Experience with emerging technology adoption and AI-led transformation initiatives
- Close proximity to office hub required
- Role is 4 days on-site per week
Desired Qualifications
- Bachelor's or Master's degree in Business, Engineering, or related field
- Previous sales methodology training (MEDDIC, SPIN, Challenger Sales)
- A genuine interest in how AI tools are changing the way small businesses operate
- 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
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