• Own the full sales cycle. From qualifying inbound leads and running your own outbound, through discovery, technical validation, AI committee signoff, procurement, and close. You don’t hand off, you see it through. • Sell consultatively, not transactionally. This is not copy-and-paste SaaS. Our customers run complex, deeply embedded operational processes and AI is new to nearly all of them. You'll need to understand the challenge and complexity within each organization, identify where AI can make a real difference, and collaborate closely with our team of forward-deployed engineers to configure a solution that addresses the customer's actual needs. • Earn credibility in the room. Your buyers are VP-level operations and supply chain leaders at global manufacturers and distributors. You’ll win by understanding their real operational challenges: breakdowns in communication with suppliers, missed deadlines, ad hoc firefighting and connecting them to outcomes Glacis delivers. • Build and refine the go-to-market playbook. There is no ready-made setup. You'll work across a mix of mid-market and enterprise deals, and every deal teaches us something: what messaging resonates, which industries convert, what objections come up. You document what works, share what doesn’t, and help shape the methodology that scales. • Maintain disciplined pipeline management and accurate forecasting. You’ll run 3-12 month sales cycles with meaningful deal sizes. The business depends on knowing what’s closing, when, and at what value. • Bring market signals back to the product. You’re in front of customers daily. When you hear consistent feedback on integrations, pricing, or onboarding, you bring that back so we build what actually closes deals.

• Organize and complete enterprise customer data from internal and external systems • Establish contact with partial existing contracted clients (including distributors and general agents), follow up on customer contract renewal procedures, and maintain relevant records in the system • Conduct analytical work related to renewal transactions • Mine, categorize and organize industry and customer data within the White Space customer segment • Screen and follow up business leads sourced from official websites, media channels and service hotlines • Support the sales team with administrative tasks such as price submission in sales systems • Organize and assist in drafting, distributing and collecting feedback for marketing emails, social media posts and soft articles • Assist in compiling documents related to solution proposals and sales management

• Owning the pursuit and closure of large, complex new logo deals with full accountability for deal strategy, execution, and outcomes. • Working with cross-functional teams to ensure alignment and resources. • Working closely with Marketing to drive events/GTM activities that will help with prospecting activity in your assigned territory. • Adopting and using 'hunting' sales tools & best practices.

Title: Commercial / Emerging Enterprise Account Executive - Tech & Media Location:Illinois , Texas United States Remote time type Full time job requisition id JR332964 Job Description: To get the best candidate experience, please consider applying for a maximum of 3 roles within 12 months to ensure you are not duplicating efforts. 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 for this position will be accepted on an ongoing basis. The Experience Our up-market Commercial team works with exciting, growing organizations of 250–5,000 employees. As a Commercial Account Executive, you won't just sell AI agents — you'll work alongside them to accelerate revenue, build trusted relationships, and help customers unlock the full power of the Salesforce Customer 360 platform. Commercial Business Unit: Mid-Commercial (201–1,000 employees) General Commercial (1,001–5,000 employees) Vertical: This role will be specifically selling into accounts within the Telecommunications, Media, and Technology industries. We have Core Teams that sell the entire Salesforce Platform, and Prime teams that specialize in a specific cloud solution. You may be aligned to, but not limited to, the following clouds: Slack NetZero Cloud Tableau Marketing Cloud Service Cloud Specialization Cloud Digital Note: By applying to the Commercial Account Executive posting, recruiters and hiring managers who support multiple cloud offerings across the organization will review your resume. Our goal is for you to apply once and have your resume reviewed by multiple hiring teams. Please note some of these positions may be office-based, office-flexible, or remote depending on the team. What You'll Actually Be Doing Develop key customer stakeholder relationships and drive customer satisfaction at assigned accounts Build and execute long-term account strategies 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 You're Our Person If... 5–10 years of full-cycle sales experience, with at least 3 years in the field Proven experience managing existing customer accounts to drive upsell and cross-sell opportunities, acquiring new logo accounts, or both Ability to build and deliver presentations to customers Even Better If... Ability to strategize and collaborate with a large extended team Experience will be evaluated based on core competencies for the role (e.g., extracurricular leadership roles, military experience, volunteer roles, work experience, etc.) 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. Accommodations If you need a reasonable accommodation during the application or the recruiting process, please submit a request via this Accommodations Request Form. Please note that Salesforce uses artificial intelligence (AI) tools to help our recruiters assess and evaluate candidates’ resumes and qualifications throughout the recruiting process. Humans will always make any candidate selection and hiring decisions. Please see our Candidate Privacy Statement for more information about how we use your personal data and your rights, including with regard to use of AI tools and opt out options. Posting Statement Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment. What does that mean exactly? It means that at Salesforce, we believe in equality for all. And we believe we can lead the path to equality in part by creating a workplace that’s inclusive, and free from discrimination. Know your rights: workplace discrimination is illegal. 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 current and prospective employees, no matter where they are in their Salesforce employment journey. It also 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. The same goes for compensation, benefits, promotions, transfers, reduction in workforce, recall, training, and education. In the United States, compensation offered will be determined by factors such as location, job level, job-related knowledge, skills, and experience. Certain roles may be eligible for incentive compensation, equity, and benefits. Salesforce offers a variety of benefits to help you live well including: time off programs, medical, dental, vision, mental health support, paid parental leave, life and disability insurance, 401(k), and an employee stock purchasing program. 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. At Salesforce, we believe in equitable compensation practices that reflect the dynamic nature of labor markets across various regions. The typical base salary range for this position is $77,550 - $164,850 annually There is a different range applicable to specific work locations. In California and New York, and select cities in the metropolitan areas of Boston, Chicago, Seattle, and Washington DC, the base pay range for this role in those locations is $85,300 - $181,000 per year. Your recruiter can share more about the specific salary range for the job location during the hiring process. The range represents base salary only, and does not include company bonus, incentive for sales roles, equity or benefits, as applicable.