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About the Role

As a Digital Pace Specialist AE, you will be a quota-carrying overlay partnering with Core Account Executives to expand our digital footprint within existing customers. You will own relationships with Marketing, Digital, and Ecommerce leaders, driving new opportunities, expansion, whitespace, and cross-sell across the Digital portfolio: Marketing Cloud, Commerce Cloud, Revenue Cloud, and Data 360.

Responsibilities

Develop key customer stakeholder relationships, with a focus on Marketing, Digital and Ecommerce leaders, and drive customer satisfaction at assigned accounts
Develop and drive the overall long-term account strategy, aligned to customer business objectives
Partner closely with the Core AE / Account Director on account strategy and executive engagement
Perform account planning at assigned accounts, coordinating with Prime and Cloud sales resources to ensure strategic alignment
Coordinate internal Salesforce resources (Solution Engineers, Customer Success, Partners, Marketing) to meet customer business needs
Share the Salesforce value proposition with existing and new customers, tied to outcomes like personalization, customer data unification, commerce growth and revenue lifecycle efficiency
Drive growth within assigned accounts through new opportunities, expansion, whitespace and cross-sell across the Digital portfolio
Build and manage a healthy pipeline through account mapping, outbound prospecting and joint campaigns with the Core AE
Forecast accurately and maintain clean pipeline hygiene in Salesforce

Requirements

Average of 8-10+ years of B2B & SaaS full-cycle sales experience
Proven ability to manage existing customer accounts to drive upsell/cross-sell, or focus exclusively on new logos in a Hunter role
Track record of meeting or exceeding quota, ideally as a specialist or overlay seller
Understanding of MarTech, Commerce, customer data or the broader Digital ecosystem (e.g., CDP, marketing automation, ecommerce platforms, CPQ/billing, data and analytics)
Experience selling to Marketing, Digital and Ecommerce buyers at the director level and above
Ability to build and deliver compelling presentations and business cases to customers
Ability to strategize with a large extended team and collaborate in a matrixed selling motion without owning the full account
Strong discovery, storytelling, negotiation and executive presence
Self-starter, comfortable with ambiguity, who balances hunting with account expansion

Skills

B2B & SaaS full-cycle sales
Account management
Upsell/cross-sell
New logo acquisition
Quota attainment
Specialist selling
Overlay selling
MarTech
Commerce
Customer data
Digital ecosystem
CDP
Marketing automation
Ecommerce platforms
CPQ/billing
Data and analytics
Presentation skills
Business case development
Team strategy
Matrixed selling
Discovery
Storytelling
Negotiation
Executive presence
Self-starter
Ambiguity tolerance
Hunting
Account expansion

Location

California
New York
Boston
Chicago
Seattle
Washington DC

Work Type

Full-time
Onsite

Experience Level

8-10+ years

Salary/Compensations

$123,200 - $247,800 annually
$135,300 - $272,600 per year (California, New York, Boston, Chicago, Seattle, Washington DC)

Benefits

Time off programs
Medical
Dental
Vision
Mental health support
Paid parental leave
Life insurance
Disability insurance
401(k)
Employee stock purchasing program

About the Company

Salesforce is the #1 AI CRM, where humans with agents drive customer success together.
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.
Agentforce is the future of AI, and you are the future of Salesforce.

Equal Opportunity

Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment.
Salesforce believes in equality for all and is committed to creating a workplace that’s inclusive, and free from discrimination.
Any employee or potential employee will be assessed on the basis of merit, competence and qualifications – without regard to race, religion, color, national origin, sex, sexual orientation, gender expression or identity, transgender status, age, disability, veteran or marital status, political viewpoint, or other classifications protected by law.
This policy applies to recruiting, hiring, job assignment, compensation, promotion, benefits, training, assessment of job performance, discipline, termination, and everything in between.
Recruiting, hiring, and promotion decisions at Salesforce are fair and based on merit.
Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, Salesforce will consider for employment qualified applicants with arrest and conviction records.