Summary
The Senior Account Executive - Salesforce Solutions will be an accomplished sales executive responsible for accelerating bookings and expanding revenue within targeted markets, primarily within the Salesforce ecosystem.. This individual will play a key role within the sales organization, driving growth across an assigned portfolio, shaping partner and channel strategies, and contributing to the development and evolution of new solutions and offerings.
The Sr Account Executive - Salesforce Solutions will draw upon a combination of executive-level relationships, thought leadership, and deep knowledge of platform-based solutions and digital transformation initiatives enabled by OEM platforms such as Salesforce.com and other core enterprise systems.
This individual will own responsibility for bookings performance, revenue generation, account growth strategy, and ensuring high levels of client satisfaction.
Company Overview
FormativGroup provides technology consulting and engineering services that help mid-sized enterprises modernize their operations by integrating applications, streamlining data architecture, and enabling AI-driven workflows. The company partners with clients to unify fragmented systems and deploy scalable digital solutions that improve efficiency, accelerate growth, and support long-term transformation.
Leveraging deep expertise in enterprise application integration, process automation, data management, and platform engineering, FormativGroup delivers tailored technology roadmaps and hands-on execution. The company serves clients across a range of industries, acting as a strategic partner that bridges the gap between traditional IT consulting firms and hands-on implementation providers.
FormativGroup is an emerging technology solutions provider backed by Rockbridge Growth Equity.
Responsibilities
Specifically, the Sr Account Executive - Salesforce Solutions will:
• Develop and execute targeted account strategies spanning the entire sales lifecycle
• Drive new logo acquisition and expand existing accounts within mid-sized enterprises (including Salesforce Mid-Market (MM) and General Business (GB) segments), while effectively co-selling and collaborating with Salesforce and other platform partners across multiple active pursuits
• Build trusted relationships with Salesforce Account Executives, RVPs, and Partner Sales Manager within assigned coverage.
• Secure large, multi-year engagements with the goal of achieving $6–10M in annual bookings while maintaining targeted profitability levels
• Build and maintain a strong sales pipeline, typically maintaining coverage of 3–4x the annual revenue target
• Partner closely with internal stakeholders including solutions, pre-sales, delivery, and support teams to structure, negotiate, and close strategic opportunities
• Establish account strategies that align FormativGroup solutions with the client’s funded initiatives and strategic priorities, enabling sustained multi-year revenue growth
• Cultivate and deepen relationships with C-suite executives, positioning themselves as a trusted advisor, strategic partner, and business confidant
• Prepare and coordinate client engagement strategies with company leadership, including pre-call planning and post-call follow-ups
• Maintain a comprehensive understanding of the full portfolio of services and solutions and confidently communicate the company’s value proposition and differentiation to clients, partners, and internal stakeholders
• Deliver accurate sales forecasts including pipeline projections, resource needs, and anticipated client developments
• Collaborate with senior leadership to ensure consistent execution, strong client outcomes, and achievement of financial targets while proactively building and maintaining relationships with prospects and client stakeholders
Requirements
The SR Account Executive - Salesforce Solutions will bring:
• Demonstrated success selling complex technology platform solutions and SaaS offerings to mid-sized enterprises ($250M–$3B revenue), with 8–10+ years of experience expanding existing clients and securing new logos across both direct and partner-led sales channels; experience within the Salesforce ecosystem is strongly preferred
• A proven track record of exceeding sales quotas in the $6–10M range
• Solid technical knowledge of PaaS and SaaS platforms, including an understanding of Salesforce solutions, implementation models, and business value realization
• The ability to build and expand executive-level relationships, facilitating structured discussions with multiple stakeholders to uncover opportunities and develop strategic, mutually beneficial solutions
• Experience designing and executing targeted sales campaigns with measurable conversion success
• A track record of success within entrepreneurial, high-growth, and rapidly evolving organizations, including experience mentoring and developing account sales teams
• Experience operating within global, matrixed environments where delivery and shared services are managed through worldwide centers of excellence, particularly in India
• Demonstrated ability to design and position large-scale, multi-offering solutions and successfully grow enterprise accounts both strategically and profitably
• Capability to develop clear sales strategies, oversee bid review processes, and determine pricing and cost structures for major opportunities
• Experience mobilizing and coordinating both internal and external stakeholders to drive revenue outcomes
• Strong executive-level consultative selling capabilities, including discovery, strategic assessment, and business development
• Experience working across international markets with strong cultural awareness in diverse client environments
• A verifiable history of building long-term C-suite relationships that deliver measurable business outcomes for all parties involved
Personal Attributes Summary
The SR Account Executive - Salesforce Solutions will be an accomplished sales executive responsible for accelerating bookings and expanding revenue within targeted markets, primarily within the Salesforce ecosystem.. This individual will play a key role within the sales organization, driving growth across an assigned portfolio, shaping partner and channel strategies, and contributing to the development and evolution of new solutions and offerings.
The Sr Account Executive - Salesforce Solutions will draw upon a combination of executive-level relationships, thought leadership, and deep knowledge of platform-based solutions and digital transformation initiatives enabled by OEM platforms such as Salesforce.com and other core enterprise systems.
This individual will own responsibility for bookings performance, revenue generation, account growth strategy, and ensuring high levels of client satisfaction.
Education
Bachelor’s degree in Business, Information Technology, or a related field required.
MBA or equivalent advanced experience preferred.
Compensation
The Sr Account Executive - Salesforce Solutions will receive a compensation package that is competitive and commensurate with experience. This will include a base salary, bonus, and benefits package.
Location
The location preferred for this remote with 50% travel role is ideal candidate will reside in the Northeast US.
Applicants must be authorized to work for ANY employer in the U.S. We are unable to sponsor or take over sponsorship of an employment visa currently.
To be considered for this position, candidates must reside in one of the following U.S. states: AL, AR, AZ, CA, CO, CT, DE, FL, GA, IA, ID, IL, IN, KS, MA, MD, MI, MN, MO, NC, NH, NJ, NV, NY, OH, OK, OR, PA, TN, TX, VA, WI, and Washington DC. Candidates residing outside these states are not eligible for consideration currently.
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.
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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