Salesforce Account Executive - Financial Services

Overview

Salesforce Account Executive for Financial Services, owning the full sales lifecycle for complex technology consulting engagements with wealth managers, asset managers, and banks, with particular emphasis on Wealth and Asset Management.

What you'll do

• Develop and execute targeted account and territory strategies spanning the full sales lifecycle, from opportunity creation through contract signature and account expansion.
• Drive new-logo acquisition and expand existing accounts across wealth managers, asset managers, banks, credit unions, and other priority financial institutions.
• Build trusted relationships with Salesforce Account Executives, Regional Vice Presidents, Industry Advisors, Solution Engineers, Partner Sales Managers, and other stakeholders aligned to Financial Services and the BWAM segment.
• Lead pursuit strategy and orchestrate the appropriate Account Executive, Industry SME, Solution Engineering, Alliance, Delivery, and executive resources across active opportunities.
• Develop account strategies around relevant Wealth and Asset Management priorities, including advisor and relationship-manager productivity, client growth and retention, onboarding, service transformation, data modernization, and AI-enabled operating models.
• Identify and pursue relevant Banking opportunities, including customer growth, service transformation, lending, and data and AI modernization.
• Secure large, multi-year consulting engagements with a target of $4-6 million in annual bookings while maintaining required profitability and commercial discipline.
• Build and maintain a strong, qualified sales pipeline, typically sustaining 3-4x coverage against the annual bookings target.
• Establish account strategies that align FormativGroup capabilities with funded client initiatives, business priorities, and measurable outcomes.
• Cultivate and deepen relationships with C-suite and senior business and technology executives, positioning FormativGroup as a trusted advisor and strategic partner.
• Lead client engagement planning, including stakeholder mapping, meeting strategy, pre-call preparation, follow-up actions, and advancement plans.
• Maintain a strong understanding of Salesforce Financial Services Cloud, Data Cloud, Agentforce, and FormativGroup's financial-services offerings and differentiators.
• Partner with Industry SMEs, Solution Engineering, and Delivery leaders to connect client priorities with practical Salesforce-based solutions while maintaining clear ownership boundaries for industry strategy, solution design, and delivery commitments.
• Represent FormativGroup in Salesforce financial-services account planning, joint go-to-market activities, and relevant industry events.
• Lead commercial strategy for major opportunities, including qualification, competitive positioning, pricing coordination, negotiation, and contract closure.
• Deliver accurate and timely forecasts, including pipeline progression, close plans, risks, resource requirements, and anticipated client developments.
• Maintain disciplined opportunity and account management practices within Salesforce, including current next steps, close dates, stages, contacts, and forecast categories.
• Collaborate with senior leadership to ensure consistent execution, strong client outcomes, and achievement of bookings and revenue targets.

What you'll need

• 8-10+ years of success selling complex technology consulting, platform implementation, or digital transformation services to mid-sized and enterprise clients.
• Demonstrated success selling into Wealth Management, Asset Management, Banking, or closely related financial-services organizations.
• Demonstrated success acquiring new clients and expanding strategic accounts through both direct and partner-led sales motions.
• A proven record of meeting or exceeding annual sales quotas in the $4-6 million range.
• Experience leading complex, multi-stakeholder pursuits and coordinating presales, industry, delivery, alliance, legal, and executive resources.
• Working knowledge of Salesforce Financial Services Cloud, Data Cloud, Agentforce, and common financial-services business processes and regulatory considerations.
• Ability to build executive-level relationships and lead structured discovery conversations that uncover funded priorities, decision criteria, value drivers, and buying processes.
• Experience developing and executing targeted account campaigns with measurable pipeline and conversion results.
• A track record of success in entrepreneurial, high-growth, and rapidly evolving organizations.
• Experience working within global or matrixed delivery environments, including effective collaboration with offshore delivery teams.
• Demonstrated ability to position large, multi-offering consulting engagements and grow accounts strategically and profitably.
• Strong commercial judgment, including opportunity qualification, pricing coordination, negotiation, risk management, and bid review.
• Excellent executive communication, consultative selling, stakeholder management, and business development capabilities.
• A verifiable history of building long-term client and partner relationships that produce measurable business and revenue outcomes.
• Bachelor's degree in Business, Information Technology, or a related field, or equivalent relevant experience.

Nice to have

• Experience working directly with Salesforce's Financial Services sales organization and established relationships within the BWAM segment.
• Particular strength in Wealth and Asset Management.
• MBA or other advanced degree.

Details

• Remote role with up to 50% travel.
• Candidates in the Northeast United States are preferred.
• Candidates must reside in one of the listed US states or Washington, DC.
• Applicants must be authorized to work for any employer in the United States; visa sponsorship is not available.
• Full-time employment.
• Estimated compensation range: $175,000 - $185,000 USD, plus eligibility for discretionary bonuses, commissions, or incentive programs.