Commercial Account Executive - Data Foundation (MuleSoft + Informatica)

About 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 a Commercial Account Executive within these teams, you will drive transformational outcomes for our customers using market-leading integration and data management technologies.

Our Commercial Segment is made up of two sub‑segments:

• Mid‑Market – 200‑1,000 employees
• General Business – 1,000‑5,000 employees

This single posting covers two distinct selling tracks:

• Data Foundation Account Executive (Quarterback / Prime AE) – overall account owner and leader of the backend data strategy, carrying a dual‑product quota across MuleSoft and Informatica ACV, owning long‑term account growth and orchestrating extended team resources (including Informatica overlay specialists) to deliver the complete data foundation story.
• Informatica Account Executive (Overlay / Specialist AE) – deep domain expert for Informatica’s Intelligent Data Management Cloud™ (IDMC), partnering directly with Prime Account Executives to uncover complex digital transformation opportunities, advise C‑level executives, and drive maximum value from Informatica investments within larger account strategies.

Industry verticals served include 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.
• Role Focus – Informatica AE: IDMC domain expertise, overlay execution, and driving targeted data expansion inside Prime accounts.

Required Qualifications

• 5+ years of full‑cycle B2B sales experience.
• 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 3 days on‑site per week.

Skills

• 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.
• 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.

Benefits

• Time off programs
• Medical, dental, vision
• Mental health support
• Paid parental leave
• Life and disability insurance
• 401(k)
• Employee stock purchasing program

Pay

The typical base salary range for this position is $62,250 – $189,350 annually. In California and New York, and select cities in the metropolitan areas of Boston, Chicago, Seattle, and Washington DC, the base pay range for this role in those locations is $68,150 – $208,300 per year. The range represents base salary only and does not include company bonus, incentive for sales roles, equity, or benefits.

Schedule

Role requires close proximity to an office hub and is scheduled for 3 days on‑site per week. Depending on the team, some positions may be office‑based, office‑flexible, or remote.