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Account Executive, Mission Programs – Department of War

Salesforce · Virginia - Herndon · Herndon

Spotted 38d agoFull time
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Job description

About this role

Employer-provided description, formatted for easier reading.

Salesforce is looking for a Mission Programs Account Executive to serve as the primary domain expert within DOW and the Defense Industrial Base (DIB). Your mission is to bridge the gap between Salesforce’s industry-leading technology and the complex operational requirements of the Department of War (DOW). You are not a traditional salesperson; you are a Mission Programs Partner .

You will use your deep experience in the DOW and DIB operations—likely gained through military service, business development, or capture management—to help navigate the "mission-speak" of Defense Services, identify high-value operational gaps, and position Salesforce as the engine for mission success within our Defense Industrial Base.

Key Responsibilities

  • Mission Mapping: Translate complex operational needs (e.g., Joint All-Domain Command & Control (JADC2), Theater Posture, Logistics, Readiness) into Salesforce technical solutions.
  • Capture & Influence: Support the capture process by shaping requirements before the RFP is released. You will help "pre-wire" the mission value proposition with key stakeholders within the DIB. Also support post-award of a program to position Salesforce as a key component to improve the defense program.
  • Executive Presence: Serve as a peer-level advisor to DOW and DIB leadership, demonstrating a deep understanding of the Services and Industry.
  • Programmatic Thought Leadership: Develop "Mission Plays"—repeatable frameworks for how Salesforce can solve specific DOW problems, from personnel readiness to real-time asset tracking in contested environments.
  • Ecosystem Orchestration: Work with System Integrators (SIs) and mission partners to ensure Salesforce is integrated into the broader digital battlefield architecture.

Required Qualifications

  • Deep DOW Domain Expertise: Minimum of 5+ years of experience working within or directly supporting DOW. You understand the hierarchy, the funding flows (FYDP), and the operational "pain points."
  • The "Translator" Ability: Proven ability to translate military operational requirements into digital transformation strategies.
  • Capture or BD Background: Experience in Federal Business Development or Capture Management, specifically winning large-scale programs within the DOW.
  • Salesforce/SaaS Literacy: While you don’t need to be a developer, you must understand the "Art of the Possible" with SaaS, Data Clouds, and AI, and be able to articulate why a platform approach beats a legacy "built-from-scratch" system.
  • Clearance: Active Secret clearance required; TS/SCI preferred.

Preferred Experience

  • Former Military Leadership: Retired O-5+ or Senior NCO with experience in DOW preferred.
  • Industry Advisory: Prior experience as an Industry Advisor or "Mission Lead" at a major systems integrator or cloud service provider.
  • Network: An established network of contacts within the DOW and DIB.
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