Account Executive, Data Foundation (MuleSoft & Informatica) – Federal Civilian

Account Executive, Data Foundation (MuleSoft & Informatica) – Federal Civilian

About the Role

We are looking for a driven, consultative Account Executive to join Salesforce's Federal Civilian Public Sector team. In this role, you will drive new business and expand existing customer relationships, helping federal agencies modernize their technology, connect critical systems, and unlock the power of data and AI.

As a Data Foundation Account Executive, you will focus on MuleSoft and Informatica , partnering closely with Salesforce's core Federal Civilian Account Executives to deliver solutions aligned with agency mission objectives.

• MuleSoft enables agencies to connect applications, data sources, and legacy systems through API-led integration, breaking down silos and accelerating digital transformation.
• Informatica provides enterprise data management, quality, and governance capabilities, helping agencies establish a trusted and reliable data foundation.

Together, these platforms support Salesforce's broader Agentforce and AI strategy, enabling agencies to leverage connected, governed data to improve citizen services, streamline operations, and drive mission outcomes.

What You Will Do

• Drive New Business: Develop and execute prospecting strategies to identify, qualify, and close new opportunities across Federal Civilian agencies, with a strong focus on pipeline generation and whitespace prospecting.
• Expand Existing Accounts: Identify opportunities to grow MuleSoft and Informatica adoption while driving long-term customer value and satisfaction.
• Build Executive Relationships: Establish trusted relationships with key agency stakeholders, including CIOs, CDOs, CISOs, program leaders, and senior decision-makers.
• Lead Strategic Account Planning: Develop and execute account strategies aligned with agency mission objectives, modernization initiatives, and data and AI priorities.
• Collaborate Across Salesforce: Partner with core Account Executives, Solution Engineers, Solution Architects, and cross-functional teams to execute coordinated account strategies.
• Deliver Business Value: Articulate the MuleSoft and Informatica value proposition, connecting technical capabilities to agency challenges, operational efficiency, and mission outcomes.
• Navigate Federal Procurement: Manage federal acquisition processes, including contract vehicles (GSA Schedules, GWACs, BPAs), RFI/RFP/RFQ processes, and relationships with systems integrators and channel partners.
• Drive Results: Maintain ownership of pipeline development, opportunity management, forecasting, and sales execution, with a focus on measurable outcomes.

Qualifications

• 10+ years of full-cycle software sales experience , including 5+ years of enterprise sales experience , with a proven track record of meeting or exceeding sales targets.
• Demonstrated success in hunting, developing, and closing new business opportunities , including whitespace prospecting and account expansion.
• Experience selling into or working with Federal Civilian agencies , with an understanding of government missions, priorities, and buying processes.
• Experience selling complex enterprise software or technical platforms, ideally related to integration, APIs, data management, cloud technology, or digital transformation.
• Understanding of enterprise integration, data governance, automation, and emerging AI technologies.
• Familiarity with federal procurement processes, acquisition vehicles, and agency budget cycles.
• Ability to build executive relationships and collaborate effectively with cross-functional teams, systems integrators, and strategic partners.
• Strong consultative selling, communication, negotiation, and strategic account management skills.
• Experience working in high-growth, performance-driven environments.
• Must reside within the assigned territory - DMV area