Named SLG Account Executive, Rocky Mountains

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Job Category

Sales

Job Details

About Salesforce

Salesforce is the #1 AI CRM, where humans with agents drive customer success together. Here, ambition meets action. Tech meets trust. And innovation isn’t a buzzword — it’s a way of life. The world of work as we know it is changing and we're looking for Trailblazers who are passionate about bettering business and the world through AI, driving innovation, and keeping Salesforce's core values at the heart of it all.

Ready to level-up your career at the company leading workforce transformation in the agentic era? You’re in the right place! Agentforce is the future of AI, and you are the future of Salesforce.

Applications will be accepted until 11/30/2026.

About Salesforce

We’re Salesforce, the Customer Company, inspiring the future of business with AI+ Data +CRM. Leading with our core values, we help companies across every industry blaze new trails and connect with customers in a whole new way. And, we empower you to be a Trailblazer, too — driving your performance and career growth, charting new paths, and improving the state of the world. If you believe in business as the greatest platform for change and in companies doing well and doing good – you’ve come to the right place.

Our Enterprise Business team focuses on working with our most strategic customers and organizations of 10,000+ employees. You will have the opportunity to work in a fast paced team with various customers and receive personalized training and career opportunities.

You will be aligned to the following clouds:

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• Public Sector / State Government / Selling to the Rocky Mountain territory

We're hiring a builder. This Account Executive will own Salesforce's state government business in the Rocky Mountain territory where the white space is real and the relationships are still being written.

These are lean, pragmatic states where agencies do a lot with a little, and where trust is earned in person, over time. There's no inherited book of business to coast on. You'll pick the right agencies, map the people and the money, and turn a handful of first conversations into a durable, multi-agency footprint.

You'll sit on the Public Sector team for the Rocky Mountain region, partnered closely with Solution Engineering, our partner ecosystem and an RVP who is in the field with you. If you want to look back in three years and say "I built that," this is the seat.

What you'll do:

Build the territory plan

• Own a written territory and account plan for the Rocky Mountains that ranks agencies by need, budget timing and executive sponsorship, and update it every quarter.

• Map each priority agency's org chart, budget cycle, legislative calendar and technology debt (legacy case management, mainframe systems, paper-based processes).

• Track biennial budget sessions, federal funding streams and IT modernization initiatives so your pipeline lines up with when money actually moves.

Open doors and earn trust

• Create pipeline from zero through prospecting, events, partner co-selling and relentless follow-through.

• Build relationships with agency heads, CIOs, CFOs, program directors and state IT leadership, and become the person they call when they're thinking about a problem.

• Show up in person. Travel across all three states regularly for executive meetings, site visits, government technology summits and association events.

Run disciplined, complex sales cycles

• Lead long-cycle, multi-stakeholder deals from first discovery through procurement, contracting and launch.

• Navigate public sector buying paths, including cooperative contracts (e.g. NASPO ValuePoint), reseller partners and agency-specific RFPs.

• Shape solutions across Salesforce's platform, including Agentforce, Data Cloud, Service Cloud and industry solutions for Public Sector, with your SE and partners.

• Forecast accurately and keep a clean, honest pipeline in Salesforce.

Land and expand

• Turn first wins into lighthouse references, then use them to expand across agencies and toward enterprise-wide agreements.

• Work with Customer Success and partners to make sure every customer goes live and gets value, because in a small state, every reference travels.

What you bring

• 7+ years of quota-carrying enterprise software sales, with at least 3 selling into state or local government.

• A record of building a territory from scratch. You can walk us through a time you started with no pipeline and a list of names, and what you built from it.

• Exceptional account planning. You think in agency org charts, budget cycles and multi-year roadmaps, and you write plans other people can actually execute against.

• Executive presence. You're credible in the room with a cabinet secretary or state CIO, you listen more than you pitch, and you can tie technology to mission outcomes like faster benefits, shorter wait times and stronger compliance.

• Perseverance. Public sector cycles run 12 to 24 months. You stay curious and consistent through stalled budgets, RFP delays and leadership turnover, and you treat "not yet" as information, not rejection.

• Public sector buying fluency, including RFPs, cooperative purchasing vehicles, reseller partners and the role of the legislature in funding.

• Partner savvy. You know how to co-sell with SIs and resellers and make them want to bring you into their accounts.

• Willingness to travel regularly across WY, ND and SD. Based in or near the territory (or the Rocky Mountain region) is preferred.

Nice to have

• Existing relationships with state agencies in WY, ND, SD or neighboring states.

• Experience selling CRM, case management or platform solutions into Health and Human Services, Labor, Revenue, Transportation or Public Safety.

• Familiarity with modernization themes like legacy mainframe replacement, federal compliance frameworks and AI adoption in government.

• Salesforce ecosystem experience, as a customer, partner or seller.

What success looks like

• First 90 days: a written territory plan, priority agencies identified, and executive meetings on the calendar in all three states.

• First 6 months: qualified pipeline across multiple agencies, with active partner co-sell motions and at least one opportunity in procurement.

• First 12 months: first lighthouse customer signed and live, a reference you can take to the next agency, and a clear path toward a multi-agency agreement.

Why this role

You'll get the autonomy of building something new with the backing of a team that has done it before in neighboring states. You'll have a leader who joins you in the field, an SE partner invested in your wins, and a front-row seat as AI changes how government serves people.

Day to Day

Our Enterprise Account Executives engage with existing customers and new leads to sell the entire Salesforce Customer 360 platform. They build positive, trusted relationships with both key team members and c-suite decision makers within their patch, and become naturals at helping customers realize value from their Salesforce investments.

You will use your skills to develop opportunities, through both warm leads and whitespace prospecting.

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• Develop key customer stakeholder relationships and drive customer satisfaction at assigned accounts

• Develop and drive the overall long-term strategy for the account, aligned to customer business objectives

• Coordinate internal Salesforce resources to meet customer business needs

• Perform account planning at assigned accounts, coordinating with Prime and Cloud sales resources to ensure strategic alignment

• Share Salesforce value proposition for existing and/or new customers

Working at Salesforce

Working at Salesforce isn’t all about selling. It’s also about learning, and we heavily invest in you with a month-long immersion and onboarding, inc