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Enterprise Platform Account Executive

Salesforce
Melbourne, AUS
Full-time
Mid
Onsite
Discovered 2 days ago
awsazureoktaservicenowsnowflake

Full Job Posting

Nice to Have

  • Adjacent Tech Experience: Previous success selling the Salesforce Platform or adjacent ecosystems (e.g., ServiceNow, Okta, CrowdStrike, Palo Alto Networks, Snowflake, AWS, or Microsoft Azure).
  • ANZ Regulatory Context: Understanding of local regulatory frameworks, security standards, and compliance guidelines (e.g., APRA CPS 234, Privacy Act updates, SOCI, Essential Eight).
  • Industry Networks: Existing C-level and senior buyer relationships within ANZ Financial Services, Government, Retail, Travel, or Resources/Mining sectors.
  • Why Salesforce
  • Market-Leading Portfolio: Sell a highly differentiated, world-class solution stack positioned right at the center of the enterprise AI, trust, and data landscape.
  • World-Class Culture & Enablement: Join an inclusive, high-energy team supported by industry-leading enablement, tools, and dedicated pre-sales resources.
  • Office-Based Collaboration: Collaborate directly with team members and leaders in our Melbourne or Sydney office hubs while traveling as needed to meet face-to-face with enterprise clients.
  • Compelling Rewards: Receive a highly competitive base salary, uncapped variable commission structure, and comprehensive Salesforce health, wellness, and lifestyle benefits.
  • LI-Y
  • Unleash Your Potential
  • When you join Salesforce, you’ll be limitless in all areas of your life. Our benefits and resources support you to find balance and be your best, and our AI agents accelerate your impact so you can do your best. Together, we’ll bring the power of Agentforce to organizations of all sizes and deliver amazing experiences that customers love. Apply today to not only shape the future — but to redefine what’s possible — for yourself, for AI, and the world.
  • Accommodations
  • If you need a reasonable accommodation during the application or the recruiting process, please submit a request via this Accommodations Request Form.
  • Please note that Salesforce uses artificial intelligence (AI) tools to help our recruiters assess and evaluate candidates’ resumes and qualifications throughout the recruiting process. Humans will always make any candidate selection and hiring decisions. Please see our Candidate Privacy Statement for more information about how we use your personal data and your rights, including with regard to use of AI tools and opt out options.
  • Posting Statement
  • Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment. What does that mean exactly? It means that at Salesforce, we believe in equality for all. And we believe we can lead the path to equality in part by creating a workplace that’s inclusive, and free from discrimination. Know your rights: workplace discrimination is illegal. Any employee or potential employee will be assessed on the basis of merit, competence and qualifications – without regard to race, religion, color, national origin, sex, sexual orientation, gender expression or identity, transgender status, age, disability, veteran or marital status, political viewpoint, or other classifications protected by law. This policy applies to current and prospective employees, no matter where they are in their Salesforce employment journey. It also applies to recruiting, hiring, job assignment, compensation, promotion, benefits, training, assessment of job performance, discipline, termination, and everything in between. Recruiting, hiring, and promotion decisions at Salesforce are fair and based on merit. The same goes for compensation, benefits, promotions, transfers, reduction in workforce, recall, training, and education.

Qualifications

  • Sales Track Record: Significant B2B enterprise software sales experience. Specialist sales experience in platform, security, data, dev tools, or enterprise infrastructure is highly regarded.
  • Quota Overachievement: Proven history of consistently exceeding multi-million-dollar quotas in complex, long-cycle enterprise deals ($500K+ ACV).
  • Executive Credibility: Ability to command respect with technical buyers (CTOs, Architects), security leaders (CISOs), and executive C-suite decision-makers.
  • Overlay Excellence: Demonstrated success in a specialist/overlay sales model—influencing deal trajectory and driving alignment without primary account ownership.
  • Methodology & Forecast Discipline: Strong operational rigor, pipeline management skills, and familiarity with structured sales frameworks (MEDDPICC or equivalent).
  • Communication & Storytelling: High-impact storytelling and executive presentation skills, with the ability to articulate complex architectural concepts simply.
  • Curiosity & Mindset: An ongoing passion for AI innovation, cybersecurity, cloud trust, and developer ecosystem developments.

Responsibilities

  • Drive ACV & Growth: Own and deliver a dedicated Platform and Security ACV quota across a named enterprise account territory.
  • Execute Strategic Account Plays: Collaborate with core Enterprise AEs to build joint account strategies targeting both builders (CTOs, Enterprise Architects, Developers) and protectors (CISOs, Risk, Compliance, and Security Leads).
  • Elevate C-Suite Conversations: Open and progress multi-threaded, executive-level dialogue around secure, compliant, and governed enterprise AI and data architectures.
  • Lead Complex Sales Cycles: Direct end-to-end sales pursuits ($500K+ ACV), navigating technical discovery, business case creation, security assessments, legal/procurement reviews, and final negotiations.
  • Maintain Pipeline Rigor: Run a predictable, data-driven forecast with precise Commit and Best Case calls, maintaining healthy pipeline coverage and leveraging methodologies like MEDDPICC.
  • Turn Tech into Business Value: Team up with Solution Engineers, Partners, and Customer Success to translate complex technical capabilities into quantifiable ROI and clear business outcomes.
  • Leverage Market Intelligence: Stay ahead of regional security trends, breach reports, regulatory changes, and AI risks to create urgency and position Salesforce as the ultimate trusted partner.
  • Field Leadership & Enablement: Contribute actively to field enablement, customer roundtables, local regional events, and global flagship programs like Dreamforce.

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