Job Category: Sales
Key Responsibilities
* Federal Territory Strategy: Develop and execute a comprehensive territory plan across federal agencies and departments, including national security, identifying whitespace, prioritising target accounts, and building a clear engagement strategy aligned to agency priorities and transformation goals.
* Strategic Account Planning: Build detailed account plans that map stakeholders, business priorities, technical environments, procurement pathways, and growth opportunities across assigned federal accounts.
* Sales Leadership: Own and manage the end-to-end sales cycle from prospecting and qualification through to solutioning, negotiation, and close. Consistently meet and exceed sales targets through disciplined execution and value-based selling.
* Executive Engagement: Build and nurture trusted relationships with senior government stakeholders, including department leaders, program owners, digital transformation leaders, IT executives, and procurement contacts. Establish yourself as a credible advisor who understands the public sector environment, including national security imperatives.
* Drive New Engagement: Proactively create and expand engagement across federal agencies and departments by uncovering opportunities, initiating strategic conversations, and building momentum for MuleSoft solutions within both existing and new accounts.
* Solution Selling: Identify complex integration, interoperability, and data challenges within federal organisations — including national security agencies, and position MuleSoft solutions to deliver measurable business and mission value, including improved agility, efficiency, and citizen service outcomes.
* Cross-functional Collaboration: Lead and coordinate cross-functional support across Business Development, Solution Engineering, Customer Success, Marketing, Alliances, and leadership teams to drive account strategy and deliver a strong customer experience.
* Government Market Insight: Maintain a strong understanding of the federal government landscape, including agency priorities, procurement frameworks, policy considerations, funding cycles, digital transformation trends, and national security requirements.
* Forecasting and CRM Discipline: Maintain accurate account plans, opportunity updates, pipeline visibility, and forecast hygiene in Salesforce CRM.
What We're Looking For
* Proven Enterprise Sales Success: Demonstrated success in enterprise software sales with a track record of meeting and exceeding quota in complex, multi-stakeholder environments.
* Federal Government Experience: Experience selling into federal government agencies or departments, with a strong understanding of how government organisations operate, buy, and deliver transformation programs. Experience with national security accounts is highly regarded.
* Security Clearance: Current security clearance, or the ability to obtain and maintain the necessary clearances to support national security customer engagements.
* Strategic Territory Management: Ability to build and execute territory and account strategies that create long-term pipeline and drive growth across a defined federal portfolio.
* Consultative Selling Skills: Strong ability to engage diverse stakeholders, uncover business needs, articulate value, and lead strategic, solution-based sales conversations.
* Executive Presence: Confidence engaging senior leaders and navigating complex account environments with credibility, commercial acumen, and strong communication skills.
* Cross-functional Leadership: Ability to orchestrate internal resources effectively and lead virtual teams to drive aligned execution and customer outcomes.
* Resilience and Adaptability: Strong interpersonal skills, curiosity, and a growth mindset, with the ability to navigate long sales cycles, evolving priorities, and ambiguity.
* Technology Affinity: Passion for digital transformation and an understanding of integration, APIs, data connectivity, and enterprise technology platforms. Familiarity with MuleSoft is advantageous.
Benefits
* Industry-Leading Benefits: Health, life, and income insurance, wellness support, paid volunteer days, and flexible leave policies.
* Professional Growth: Access to world-class enablement, leadership support, and opportunities to work on high-impact public sector transformation initiatives.
* Purpose-Driven Culture: Participate in a pledge model and contribute to meaningful community impact through volunteering and philanthropy.
* Inclusive Team Environment: Collaborative, values-led culture built on trust, customer success, innovation, and equality.
Accommodations: If you need a reasonable accommodation during the application or the recruiting process, please submit a request via the Accommodations Request Form.
Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment.
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