Are you a proven Salesforce sales professional who knows how to turn trusted relationships into transformational consulting engagements? FormativGroup is adding a Salesforce Sales Director to the team to lead complex pursuits, win new clients, and grow strategic accounts across the Salesforce ecosystem. We're anticipating future openings and are connecting now with great talent who'd like to be considered when the time comes.

Role Summary

The Salesforce Account Executive is an accomplished individual contributor responsible for accelerating bookings, acquiring new clients, and expanding strategic accounts within targeted markets, primarily through the Salesforce ecosystem. The Senior Account Executive owns the full sales lifecycle, develops trusted executive relationships, and orchestrates internal and partner teams to shape and close complex consulting engagements.

This individual will combine consultative selling, strong Salesforce ecosystem relationships, and a practical understanding of platform-enabled business transformation. The role is accountable for bookings performance, profitable revenue growth, account strategy, forecast accuracy, and a high-quality client experience throughout the sales process.

We're anticipating future openings and are connecting now with great talent who'd like to be considered when the time comes.

Company Overview

FormativGroup is a technology consulting and engineering firm that helps organizations modernize how they operate through enterprise platforms, data, integration, automation, and AI. We combine industry expertise, business-process understanding, and deep platform capabilities to design and deliver solutions that improve growth, efficiency, customer experience, and operational performance.

Our Application Services business helps clients maximize value from strategic platforms including Salesforce, connecting applications and data while enabling AI-driven workflows and experiences. FormativGroup serves clients across regulated and complex industries and is backed by Rockbridge Growth Equity.

Responsibilities

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 within mid-sized enterprises, including Salesforce Mid-Market and General Business segments.
Build trusted relationships with Salesforce Account Executives, Regional Vice Presidents, Partner Sales Managers, and other ecosystem stakeholders within assigned coverage.
Lead pursuit strategy and orchestrate the appropriate Account Executive, Industry SME, Solution Engineering, Alliance, Delivery, and executive resources across active opportunities.
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 FormativGroup’s services, industry solutions, and differentiators, and communicate the company’s value proposition clearly to clients and partners.
Partner with Solution Engineering and Delivery leaders to shape compelling, practical proposals while maintaining clear ownership boundaries for solution design and delivery commitments.
Lead commercial strategy for major opportunities, including qualification, competitive positioning, pricing coordination, negotiation, and contract closure.