Salesforce

Account Executive, Mission Programs – Department of War

Salesforce • $141K — $189K *
Herndon, VA 20171In-Person
Aerospace & Defense
5 - 7 years of experience
Today
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Job Overview by Ladders

Qualifications

  • Minimum 5+ years of experience directly supporting the Department of War (DOW) and Defense Industrial Base (DIB).
  • Proven ability to translate military operational requirements into digital strategies.
  • Experience in Federal Business Development or Capture Management for large-scale government programs.
  • Basic understanding of Salesforce/SaaS, including data clouds and AI.
  • Active Secret clearance required; TS/SCI preferred.

Responsibilities

  • Translate complex operational needs into Salesforce technical solutions.
  • Support the capture process by shaping RFP requirements and positioning Salesforce as a solution.
  • Serve as a peer-level advisor to DOW and DIB leadership.
  • Develop repeatable frameworks for how Salesforce can address DOW challenges.
  • Collaborate with System Integrators and partners to integrate Salesforce into digital battlefield architecture.

Benefits

  • Comprehensive support for work-life balance.
  • Access to resources for personal and professional growth.
  • Exposure to cutting-edge AI technology to enhance work capabilities.
Full 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

Salesforce is looking for a 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 Salesforce’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 Salesforce as the engine for mission success within our Defense Industrial Base.

Key Responsibilities
  • Mission Mapping: Translate complex operational needs (e.g., Joint All-Domain Command & Control (JADC2), Theater Posture, Logistics, Readiness) into Salesforce 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 Salesforce as a key component 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 Salesforce 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.
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."
  • 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.
  • Salesforce/SaaS Literacy: While you don’t need to be a developer, you must understand the "Art of the Possible" with SaaS, Data Clouds, and AI, and be able to articulate why a platform approach beats a legacy "built-from-scratch" system.
  • Clearance: Active Secret clearance required; TS/SCI preferred.
Preferred Experience
  • 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.
  • Network: An established network of contacts within the DOW and DIB.

This candidate must be a U.S. citizen (U.S. born or naturalized) who does not hold dual citizenship and agrees to complete a U.S. federal government Minimum Background Investigation (MBI) for a Moderate Public Trust position.

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Learn more about Salesforce
Size
73,541 employees
Market Cap
$130.4 billion
Industry
Enterprise Technology
Net Income
$4 billion
Founded
2000
5 Year Trend
+25.7%
Revenue
$21.2 billion
NASDAQ
CRM
* Ladders Estimates

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