Consumption Lead, Mulesoft

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About the role

We're looking for a strategic growth-focused Consumption Lead to drive adoption, growth, and success of Mulesoft within our largest GMV customers, helping them fully leverage the platform to achieve their e-commerce objectives.

Responsibilities

• Account Growth
  • Drive consumption growth through successful implementation of initial commerce use cases
  • Understand customer's business and objectives by conducting research, preparing thoughtful questions and insights in advance of customer meetings
  • Practice active listening and uncover customer's buying motivators, decision criteria, investment propensity, and key stakeholders in the buyer’s circle
  • Gain commitment and buy-in to drive customer decision-making by achieving a shared vision and proactively considering value propositions that align stakeholders
  • Apply business acumen in business planning by considering economic, industry, and company factors with a customer-centric lens
  • Track and drive key consumption metrics including GMV, order volume, and platform utilization
  • Develop data-driven expansion strategies based on consumption patterns
  • Create and execute account plans to achieve targeted consumption goals
  • Guide customers' roadmap to maximize platform value
• Technical Expertise
  • Understand customers' IT infrastructure and business requirements/use case roadmap
  • Create, own, and execute technical POCs and demos for expansion use cases within initial and other lines of business
  • Manage stakeholders and create a path to accelerate and expand consumption and utilization of MuleSoft within each customer by engaging and influencing a variety of external audiences (technical, LOB) at all levels of the organization (from CxO to developer)
  • Engage with internal business and technical stakeholders (e.g., implementation partner, professional services, technical architect, sales, customer success)
• Customer Success
  • Learn, be familiar with MuleSoft solutions, positioning, competition, and product suite
  • Internalize MuleSoft customer success stories, systems, and processes, and understand the current state of regional performance across customer health, retention, and growth metrics
  • Establish relationships with regional leadership across pre-sales, sales, services, and channel leadership to drive cross-functional alignment at scale and ensure customer health and expansion is top of mind
  • Engage with C-level to operational teams on MuleSoft initiatives
  • Collaborate with internal sales teams, implementation partners, solutions engineers, and customer success
  • Build business cases demonstrating ROI of increased platform adoption
  • Create consumption acceleration playbooks based on customer success patterns
  • Drive adoption of new commerce capabilities aligned to business outcomes
  • Drive measurable business outcomes through commerce capabilities

Requirements

• 7+ years of applicable sales/customer success experience with technical expertise
• Experience driving consumption/adoption in enterprise accounts and portfolio management
• Technical knowledge of MuleSoft (added advantage)
• Ability to engage technical and business stakeholders
• A proven track record leading and driving customer success teams, and aligning in complex customer environments at the executive and departmental level
• Experience managing people with a history of creating and inspiring great teams who have delivered results
• Experience executing sales and expansion strategies with enterprise customers, including a deep understanding of utilization and consumption models, plays, and importance
• Deep technical know-how on data architecture and conversant in business language
• Mix of business and technical acumen with ability to engage and add value in discussions involving both technology and business strategy
• Ability to contribute beyond your role and own strategic initiatives to improve the customer experience with MuleSoft
• Proven track record of leading seven-figure engagements with enterprise customers and a demonstrated ability to guide strategy and deliver outcomes that resulted in material ACV growth
• Passionate about technology, a natural, credible evangelist, and experienced in translating that passion into business impact for customers
• Strong written and oral presentation skills and ability to engage with a spectrum of executives—technical and non-technical—from developers and architects to C-level
• Previous experience in consulting, open-source solutions, or with an annual subscription sales model is preferred

Nice to have

• Understanding of order management and marketplace solutions
• Familiarity with the Salesforce ecosystem
• Salesforce certifications

Benefits

Salesforce offers a variety of benefits to help you live well, including:

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

More details about company benefits can be found at Salesforce Benefits.

Pay

The typical base salary range for this position is $97,140 - $209,580 annually. There is a different range applicable to specific work locations. 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 $106,860 - $230,640 per year. Your recruiter can share more about the specific salary range for the job location during the hiring process. The range represents base salary only and does not include company bonus, incentive for sales roles, equity, or benefits, as applicable.