Enterprise Account Executive - Defence Partner Sales

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.

About the Role

The OSP (Outsource Service Providers) Account Executive role will manage a defined territory comprising current OSP customers, prospective OSP targets, within a focused Industry/Sector in the UK and Ireland. This quota‑carrying Account Executive will be accountable for consistently achieving year‑on‑year growth targets through the closure of net‑new, accretive revenue opportunities and accelerating the Agentic AI revolution. This role is part of the Channels & Offerings function within UKI Ecosystems, reporting into the Channels & Offerings RVP (Regional Vice President).

Your Impact

• Work with existing and new OSPs to design, build and scale OSP‑specific solutions, with a focus on industry requirements, agentic AI & market penetration.
• Drive flawless collaboration across core sales, marketing, enablement, alliances, partners, and OSP customers.
• Represent and promote OSP within Salesforce as well as with global partners & strategic customers.
• Lead with an innovator's approach and embody the Salesforce culture and values of Trust, Customer Success, Innovation, Equality, and Sustainability.
• Achieve an agreed‑upon ambitious target for annual growth in revenue and bookings.
• Initiate, grow and maintain key strategic internal & external relationships.

Core Responsibilities

• Providing detailed and accurate sales forecasts.
• Identifying and handling new business opportunities to grow the territory on a monthly basis.
• Daily execution developing new accounts, growing existing ones and encouraging growth through marketing initiatives internally and externally.
• Engaging functionally across the business (Marketing, Sales Strategy, Finance, Employee Success, Recruiting) to build trust and alignment.
• Drives continuous improvement to the OSP channel and GTM strategy by building a solution and customer feedback loop, sharing customer win/loss analysis and success stories with & across the OSP team and with supporting functions.
• Builds strong customer success stories and credentials, working closely with our OSP business development function and the wider ecosystem.
• Accelerate Salesforce’s market‑leading position in Agentic AI and accelerate our focus in delivering Digital Labour across front, middle and back office.
• Work within a strong operational framework for all activities, accurately reporting and managing targets, taking ownership for delivering against commitments.
• Maintains strategic customer relationships, partnering with OSP Customer and End‑Client AEs to build and deliver the customer engagement strategy and plan.

Minimum Qualifications

• Strong sales experience, ideally with a blend of software sales (ideally B2B SaaS) and services sales (ideally BPO, Managed Services or Consulting).
• Strategic commercial & enterprise sales experience and revenue achievement selling multiple enterprise software offerings.
• Proven success working within a highly matrixed organisation and establishing strong relationships across all functions to achieve results.
• Strong strategic, operational and analytical abilities.
• Ability to work in (virtual) teams working together to solve problems with colleagues, partners and customers.

Preferred, but not required

• Direct experience of Salesforce and the Salesforce Ecosystem (inc. Salesforce Certifications).
• Consultative, “challenger sales” sales skills and ability to construct and articulate strong business case and ROI, strategic account planning and execution skills.
• Knowledge of BPO, BPaaS, MSP in a Professional Services or Commercial Sales capacity.
• Capacity and desire to handle a varied and a fast‑paced workload.

Accommodations

If you require assistance due to a disability applying for open positions please submit a request using the Accommodations Request Form. We are a recognised Disability Confident member under the UK Government Disability Confident employer scheme. We are committed to providing an inclusive recruitment process and will offer an interview to disabled applicants who meet the essential criteria for the role. Applicants may opt‑in to the interview scheme as part of the application process.

Posting Statement

Salesforce is an equal opportunity employer and maintains a policy of non‑discrimination with all employees and applicants for employment. At Salesforce, we believe in equality for all. We also believe we can lead the path to equality in part by creating a workplace that’s inclusive, and free from discrimination. 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, 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.