Salesforce Account Executive - Horizontal

Role Summary

The Salesforce Account Executive is an accomplished individual contributor responsible for accelerating bookings, acquiring new clients, and expanding strategic accounts within targeted markets, primarily through the Salesforce ecosystem. The Senior Account Executive owns the full sales lifecycle, develops trusted executive relationships, and orchestrates internal and partner teams to shape and close complex consulting engagements.

This individual will combine consultative selling, strong Salesforce ecosystem relationships, and a practical understanding of platform-enabled business transformation. The role is accountable for bookings performance, profitable revenue growth, account strategy, forecast accuracy, and a high-quality client experience throughout the sales process.

Company Overview

FormativGroup is a technology consulting and engineering firm that helps organizations modernize how they operate through enterprise platforms, data, integration, automation, and AI. We combine industry expertise, business-process understanding, and deep platform capabilities to design and deliver solutions that improve growth, efficiency, customer experience, and operational performance.

Our Application Services business helps clients maximize value from strategic platforms including Salesforce, connecting applications and data while enabling AI-driven workflows and experiences. FormativGroup serves clients across regulated and complex industries and is backed by Rockbridge Growth Equity.

Responsibilities

• Develop and execute targeted account and territory strategies spanning the full sales lifecycle, from opportunity creation through contract signature and account expansion.
• Drive new-logo acquisition and expand existing accounts within mid-sized enterprises, including Salesforce Mid-Market and General Business segments.
• Build trusted relationships with Salesforce Account Executives, Regional Vice Presidents, Partner Sales Managers, and other ecosystem stakeholders within assigned coverage.
• Lead pursuit strategy and orchestrate the appropriate Account Executive, Industry SME, Solution Engineering, Alliance, Delivery, and executive resources across active opportunities.
• Secure large, multi-year consulting engagements with a target of $4-6 million in annual bookings while maintaining required profitability and commercial discipline.
• Build and maintain a strong, qualified sales pipeline, typically sustaining 3–4x coverage against the annual bookings target.
• Establish account strategies that align FormativGroup capabilities with funded client initiatives, business priorities, and measurable outcomes.
• Cultivate and deepen relationships with C-suite and senior business and technology executives, positioning FormativGroup as a trusted advisor and strategic partner.
• Lead client engagement planning, including stakeholder mapping, meeting strategy, pre-call preparation, follow-up actions, and advancement plans.
• Maintain a strong understanding of FormativGroup’s services, industry solutions, and differentiators, and communicate the company’s value proposition clearly to clients and partners.
• Partner with Solution Engineering and Delivery leaders to shape compelling, practical proposals while maintaining clear ownership boundaries for solution design and delivery commitments.
• Lead commercial strategy for major opportunities, including qualification, competitive positioning, pricing coordination, negotiation, and contract closure.
• Deliver accurate and timely forecasts, including pipeline progression, close plans, risks, resource requirements, and anticipated client developments.
• Maintain disciplined opportunity and account management practices within Salesforce, including current next steps, close dates, stages, contacts, and forecast categories.
• Collaborate with senior leadership to ensure consistent execution, strong client outcomes, and achievement of bookings and revenue targets.

Requirements

• 5–10+ years of success selling complex technology consulting, platform implementation, or digital transformation services to mid-sized and enterprise clients.
• Demonstrated success acquiring new clients and expanding strategic accounts through both direct and partner-led sales motions; Salesforce ecosystem experience is strongly preferred.
• A proven record of meeting or exceeding annual sales quotas in the $4-6 million range.
• Experience leading complex, multi-stakeholder pursuits and coordinating presales, industry, delivery, alliance, legal, and executive resources.
• Strong understanding of Salesforce solutions, implementation services, and the business value enabled by enterprise platforms, without requiring hands-on ownership of technical solution design.
• Ability to build executive-level relationships and lead structured discovery conversations that uncover funded priorities, decision criteria, value drivers, and buying processes.
• Experience developing and executing targeted account campaigns with measurable pipeline and conversion results.
• A track record of success in entrepreneurial, high-growth, and rapidly evolving organizations.
• Experience working within global or matrixed delivery environments, including effective collaboration with offshore delivery teams.
• Demonstrated ability to position large, multi-offering consulting engagements and grow accounts strategically and profitably.
• Strong commercial judgment, including opportunity qualification, pricing coordination, negotiation, risk management, and bid review.
• Excellent executive communication, consultative selling, stakeholder management, and business development capabilities.
• A verifiable history of building long-term client and partner relationships that produce measurable business and revenue outcomes.

Personal Attributes

• Highly accountable, self-directed, and motivated by measurable results.
• Credible and confident with senior executives, partners, and internal leaders.
• Consultative and commercially minded, with the judgment to focus resources on the opportunities that matter most.
• Collaborative and effective at mobilizing cross-functional teams without formal authority.
• Disciplined in pipeline management, forecasting, and follow-through.
• Comfortable operating in a fast-paced, entrepreneurial consulting environment.

Education

Bachelor’s degree in Business, Information Technology, or a related field preferred. Equivalent relevant experience will be considered. MBA or other advanced degree is a plus.

Compensation

The Salesforce Account Executive will receive a competitive compensation package commensurate with experience, including base salary, variable incentive compensation, and benefits.

Location and Work Authorization

This is a remote role with up to 50% travel. Candidate will be located in the United States.

Applicants must be authorized to work for any employer in the United States. FormativGroup is unable to sponsor or assume sponsorship of an employment visa for this position.

Candidates must reside in one of the following locations: AL, AR, AZ, CA, CO, CT, DE, FL, GA, IA, ID, IL, IN, KS, KY, MA, MD, MI, MN, MO, NC, NH, NJ, NV, NY, OH, OK, OR, PA, TN, TX, VA, WI, or Washington, DC.

We are committed to pay equity and transparency. The compensation range for this position represents our good faith estimate of the range we reasonably expect to pay for this role at the time of posting. The actual compensation offered will be determined based on factors such as the candidate’s experience, skills, education, work location, and internal equity.

In addition to base pay, employees may be eligible for discretionary bonuses, commissions, or other incentive programs, as well as a comprehensive benefits package that includes medical, dental, vision, 401(k), paid time off, etc.

Estimated Compensation Range

$155,000 - $175,000 USD

FormativGroup operates within the critical middle layer of business technology, where applications and systems connect infrastructure to business processes. We are specialists who help the middle market take full advantage of their technology investments with deep, industry-centric expertise, all in one place, to unify fragmented systems. With deep technical expertise across cloud architecture, system integration, AI, and data strategy, we bridge the gap between business goals and modern platforms.

FormativGroup is an equal opportunity employer providing opportunities to applicants and employees without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.

ADA Specifications: Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of this position.

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Where you can sell from

Fully remote, for people based in United States.