Expansion Sales Account Executive, Informatica

Salesforce is the #1 AI CRM, seeking innovative thinkers to join their team. The Expansion Sales Account Executive at Informatica will lead the upsell and cross-sell of enterprise software solutions, driving incremental subscription revenue from the existing customer base while nurturing relationships and analyzing customer needs.

Responsibilities:

• This role is a quota-carrying expansion or incremental sales position
• Meet and exceed expansion sales goals (quotas) through analyzing consumption metrics, prospecting, qualifying, managing, and closing sales opportunities end to end within the assigned accounts/territory
• Expand sales within existing accounts while getting connected and building strategic relationships with key decision-makers
• At this level, incumbents will have expert-level knowledge of selling the company's IDMC products and services
• Orchestrate the Ecosystem: You work in close partnership with Sales, Customer Success, Solution Engineering, Renewals, Marketing, Partner Alliances, and Services to ensure your team has everything they need to succeed. Cross-company engagement is a core part of how you operate at scale to ensure customer health and a value driven expansion is top of mind
• Forecast & Report with Precision: You regularly report on individual results — pipeline generation, pipeline quality, forecasting — and keep executive leadership informed with accuracy and candor
• Build Pipeline at Scale: You continuously work within your assigned territory to create new pipeline opportunities and drive revenue
• Manage and track customer and transactional information in a Salesforce CPQ CRM system with high accuracy
• Executive Engagement Skills: Excellent presentation and executive engagement skills — you are comfortable in the boardroom and credible with CIOs, CTOs, and C-suite stakeholders
• AI &Data Curiosity: A natural curiosity about the evolving AI and agentic landscape. You stay close to where enterprise AI is heading and equip yourself to credibly connect data and integration strategy to real-world AI outcomes
• Provides customer feedback to internal stakeholders for product, systems, and process improvements
• Nurture and expand the company's relationship with customer accounts of various sizes. As it's a consumption-based sale, assigned accounts may be high in volume or larger and of the most complex nature. Hence assigned quota will vary

Requirements:

• 3+ years of field sales experience in the SaaS space; minimum 5+ years of relevant professional experience
• Experience within data management software selling
• A clear track record of success in expanding SaaS subscriptions, demonstrated by overachievement of quota ($1M+ of ARR)
• BA/BS or equivalent educational background, we will consider an equivalent combination of relevant education and experience
• Ability to engage technical and business stakeholders
• Mix of business and technical acumen with ability to engage and add value in discussions involving both technology and business strategy
• 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
• Technical knowledge of Informatica will be added advantage
• Previous experience in consulting, open source solutions or with an annual subscription sales model is preferred