Commercial Account Executive - Sales Performance Management (SPM)

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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.

English Version:

About Salesforce SPM:
Salesforce Sales Performance Management (SPM) is a strategic product suite within the Sales Cloud portfolio designed to help the world’s leading enterprises bridge the gap between strategy and execution. By leveraging a unified platform for Go-To-Market (GTM) strategy, AI-powered coaching, and automated Incentive Compensation Management, SPM empowers organizations to optimize their sales force's productivity. It serves as a mission-critical layer of the Salesforce ecosystem, turning complex sales data into actionable insights that drive team motivation and predictable revenue growth.

As a core driver of the Salesforce "Growth" strategy, SPM integrates seamlessly with our broader cloud offerings to modernize the entire sales lifecycle. From refining territory and quota planning to ensuring precise, real-time compensation visibility, our SPM solutions enable Enterprise leaders to pivot their strategies with agility. By joining this team, you will be at the forefront of helping customers transition from manual, fragmented processes to a sophisticated, tech-enabled sales culture that maximizes every seller's potential.

Duties and Responsibilities:

• Manage a full-lifecycle sales process, prospecting customers via phone, email, referrals, LinkedIn, Salesforce relationships, partners, etc.

• Identify appropriate business contacts, qualify and drive leads through the sales pipeline

• Engage in technical discussions with potential clients through product demonstrations and presentations with Director, VP, and C Level prospects

• Manage accounts and contacts within Salesforce.com through the entire sales lifecycle

• Respond to customer inquiries and requests

• Establish and maintain long-term relationships to enhance future revenue opportunities

• Ability to match our sales process with customer buying processes

• Able to be in territory 1-2 times per month, up to 4-5 days at a time

Desired Skills:

• 7+ years of technology based sales experience, enterprise experience is preferred

• B2B/B2C SaaS or cloud enterprise sales experience

• Deep understanding of sales operations, compensation, and GTM strategy

• Ability to conduct consultative, solution-based selling (not just product features)

• Track record of managing complex enterprise sales cycles

• Strategic thinking with ability to prioritize based on business impact

• Adaptable approach to achieve objectives in dynamic environments

• Ability to multi-task, take initiative, prioritize, and manage time effectively

• Bachelor’s degree in Business, Communication, Marketing or related field is strongly preferred
   

Preferred Requirements:

• Experience selling sales productivity, incentive compensation, or sales operations technology

• Salesforce experience or administrator certification

• Excellent presentation and executive communication skills

• Background in GTM strategy, sales operations, or revenue operations

• Experience as a solution evangelist or thought leader

French Version:
Salesforce Sales Performance Management (SPM) est une suite de produits stratégiques au sein du portefeuille Sales Cloud, conçue pour aider les plus grandes entreprises mondiales à combler le fossé entre la stratégie et l'exécution. En s'appuyant sur une plateforme unifiée pour la stratégie de mise sur le marché (GTM), le coaching alimenté par l'IA et la gestion automatisée des commissions (Incentive Compensation Management), SPM permet aux organisations d'optimiser la productivité de leur force de vente. Véritable couche critique de l'écosystème Salesforce, elle transforme des données de vente complexes en informations exploitables qui stimulent la motivation des équipes et une croissance prévisible des revenus.

En tant que moteur central de la stratégie de croissance de Salesforce, SPM s'intègre parfaitement à nos offres cloud plus larges pour moderniser l'ensemble du cycle de vie de la vente. De l'affinement de la planification des secteurs et des quotas à la visibilité précise et en temps réel des rémunérations, nos solutions SPM permettent aux dirigeants d'entreprises de faire pivoter leurs stratégies avec agilité. En rejoignant cette équipe, vous serez aux avant-postes pour aider les clients à passer de processus manuels et fragmentés à une culture de vente sophistiquée et technologique qui maximise le potentiel de chaque vendeur.

Missions et Responsabilités :

• Gérer l'intégralité du cycle de vente, de la prospection (via téléphone, e-mail, recommandations, LinkedIn, relations Salesforce, partenaires, etc.) jusqu'à la conclusion.

• Identifier les contacts commerciaux pertinents, qualifier et faire progresser les prospects à travers le pipeline de vente.

• Mener des discussions techniques avec des clients potentiels par le biais de démonstrations de produits et de présentations auprès d'interlocuteurs de niveau Directeur, Vice-Président et C-Level (Direction Générale).

• Gérer les comptes et les contacts au sein de Salesforce.com tout au long du cycle de vente.

• Répondre aux demandes et sollicitations des clients.

• Établir et maintenir des relations à long terme afin de favoriser les opportunités de revenus futurs.

• Adapter notre processus de vente aux processus d'achat des clients.

• 7 ans d'expérience minimum dans la vente de technologies, de préférence dans le secteur des grandes entreprises (Enterprise).

• Expérience en vente B2B/B2C SaaS ou cloud aux grandes entreprises (Enterprise)

• Compréhension approfondie des opérations de vente (Sales Ops), de la rémunération variable et des stratégies de mise sur le marché (GTM).

• Capacité à mener une vente consultative orientée solutions (et non seulement sur les fonctionnalités du produit).

• Expérience dans la gestion de cycles de vente complexes pour des grandes entreprises.

• Esprit stratégique avec une capacité à prioriser les actions en fonction de l'impact commercial.

• Approche adaptable pour atteindre les objectifs dans des environnements dynamiques et complexes.

• Capacité à gérer plusieurs tâches de front, à prendre des initiatives, à prioriser et à gérer son temps efficacement.

• Licence ou Master en commerce, communication, marketing ou dans un domaine connexe fortement souhaité.

Qualifications Souhaitées :

• Expérience dans la vente de solutions de productivité commerciale, de gestion des commissions ou de technologies pour les opérations de vente.

• Expérience sur Salesforce ou certification d'administrateur.

• Excellentes compétences en présentation et en communication auprès de cadres dirigeants.

• Expérience préalable en stratégie GTM, en Sales Operations ou en Revenue Operations (RevOps).

• Expérience en tant qu'évangéliste de solutions ou leader d'opinion.

Unleash Your Potential

When you join Salesforce, you’ll be limitless in all areas of your life. Our benefits and resources support you to find balance and be your best, and our AI agents accelerate your impact so you can do your best. Together, we’ll bring the power of Agentforce to organizations of all sizes and deliver amazing experiences that customers love. Apply today to not only shape the future — but to redefine what’s possible — for yourself, for AI, and the world.

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