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Job Category
Sales
Job Details
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Salesforce is looking for a Mulesoft Mission Programs Account Executive to serve as the primary domain expert within DOW and the Defense Industrial Base (DIB). Your mission is to bridge the gap between Mulesoft's industry-leading technology and the complex operational requirements of the Department of War (DOW). You are not a traditional salesperson; you are a Mission Programs Partner. You will use your deep experience in the DOW and DIB operations—likely gained through military service, business development, or capture management—to help navigate the "mission-speak" of Defense Services, identify high-value operational gaps, and position Mulesoft as the engine to enable a unified layer that connects data at the edge within large mission programs.
Key Responsibilities
- Mission Mapping: Translate complex operational needs (e.g., Joint All-Domain Command & Control (JADC2), Theater Posture, Logistics, Readiness) into Mulesoft and Informatica technical solutions.
- Capture & Influence: Support the capture process by shaping requirements before the RFP is released. You will help "pre-wire" the mission value proposition with key stakeholders within the DIB. Also support post-award of a program to position Mulesoft and Informatica as key components to improve the defense program.
- Executive Presence: Serve as a peer-level advisor to DOW and DIB leadership, demonstrating a deep understanding of the Services and Industry.
- Programmatic Thought Leadership: Develop "Mission Plays"—repeatable frameworks for how Mulesoft and Informatica can solve specific DOW problems, from personnel readiness to real-time asset tracking in contested environments.
- Ecosystem Orchestration: Work with System Integrators (SIs) and mission partners to ensure Salesforce is integrated into the broader digital battlefield architecture.
- Cross-Functional Collaboration: Partner with Salesforce "Core" AEs to provide the integration layer that powers CRM, Tableau, and Slack mission sets.
- Complex Stakeholder Management: Navigate the "Three-Legged Stool" of defense sales: the DOW end-user, the Service Component, and the Systems Integrator (SI) executing the program.
Required Qualifications
- Deep DOW Domain Expertise: Minimum of 5+ years of experience working within or directly supporting DOW. You understand the hierarchy, the funding flows (FYDP), and the operational "pain points."
- MuleSoft/Middleware Domain Expertise: 5+ years of experience selling Integration (iPaaS), API Management, or Enterprise Service Bus (ESB) solutions. You must understand how to sell "the plumbing" as a strategic mission asset.
- The "Translator" Ability: Proven ability to translate military operational requirements into digital transformation strategies.
- Capture or BD Background: Experience in Federal Business Development or Capture Management, specifically winning large-scale programs within the DOW.
- SaaS & Hybrid Cloud Fluency: Proven success selling subscription-based software within the DOW. Knowledge of FedRAMP High, IL5, and IL6 security architectures is non-negotiable.
- Clearance: Active Secret clearance required; TS/SCI preferred.
Preferred Experience
- Technical Credibility: Ability to engage in high-level architectural discussions about Microservices, Service Mesh, and Zero Trust Architecture.
- Former Military Leadership: Retired O-5+ or Senior NCO with experience in DOW preferred.
- Industry Advisory: Prior experience as an Industry Advisor or "Mission Lead" at a major systems integrator or cloud service provider.
- Outcome-Oriented: A track record of closing $1M+ ACV deals by focusing on mission outcomes (e.g., "reducing data latency") rather than just technical features.
- Network: An established network of contacts within the DOW and DIB.
This candidate must be a U.S. citizen (U.S. born or naturalized) who does not hold dual citizenship and agrees to complete a U.S. federal government Minimum Background Investigation (MBI) for a Moderate Public Trust position.
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.
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