Description
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.