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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

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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