Specialist Enterprise Account Executive - Tribal Nations & Gaming (Tableau)

Description As the market-leading choice for modern and Agentic analytics, Tableau makes it easier for people to explore and manage data. It also makes it faster to discover and share insights that can change businesses and communities. Everything we do is driven by our mission to help people see and understand data. That's why our products put the user first, whether they're an analyst, data scientist, tribal government administrator, casino executive, or business user. From connection through collaboration, Tableau is the most powerful, secure, and flexible end-to-end analytics platform.

Day to Day

Our Specialist Enterprise Account Executives engage with existing customers and new leads to sell the entire Analytics platform. In this role, you'll focus on Tribal Nations and the Casino & Gaming industry. You'll build trusted relationships with tribal leadership, gaming commissions, and casino and resort executives within your patch. You'll also help these organizations realize value from their Salesforce investments. You'll drive the analytics conversation and identify use cases across tribal government, gaming operations, and hospitality. You'll develop opportunities through both warm leads and whitespace prospecting.

• Build key stakeholder relationships and drive customer satisfaction at assigned accounts, respecting tribal sovereignty, governance structures, and consensus-based decision-making

• Help develop and execute long-term account strategy aligned to each customer's business and community objectives

• Position Tableau for industry-specific use cases, such as: • Player and guest analytics, loyalty, and marketing ROI

• Gaming floor and slot performance

• Hospitality, F&B, and resort operations

• Regulatory compliance, audit readiness, and responsible gaming

• Tribal government services, per-capita distribution, healthcare, education, and enterprise diversification

• Coordinate with product support, customer success, and sales engineering to meet customer needs, including data security and data sovereignty requirements

• Partner on account planning with Salesforce Core AEs, Prime AEs, Cloud AEs, and others to ensure strategic alignment

• Be a Subject Matter Expert (SME) in Salesforce Analytics, including product, features, licensing, and case studies relevant to gaming, hospitality, and the public sector

• Manage complex, long-cycle deals and present the Analytics value proposition to tribal councils, C-level executives, and gaming commissioners

• Define and complete territory and account sales plans, then meet and exceed quota through prospecting, qualifying, managing, and closing opportunities

• Develop and manage your pipeline. Use industry events and associations (such as NIGA, G2E, and regional tribal gaming conferences) to move a large number of opportunities through it at once

Required Experience

• 7-10+ years of quota-carrying software or technology sales and account management experience, ideally selling to Tribal governments, casino and gaming operators, or public sector and hospitality organizations
• Ability to work within a matrixed team of partners (client directors, solution engineers, executives, etc.)
• Highly driven, with a focus on execution, a strong sense of urgency, and a belief in our Analytics mission
• Business curiosity combined with the technical ability to address customer data challenges and earn trust
• Solution-selling mentality: develop a plan, articulate value, and navigate customer complexity to drive revenue
• Cultural awareness and respect for tribal sovereignty, traditions, and community-focused values
• Willingness to travel to customer sites and industry events
• Education: Degree or equivalent relevant experience. Experience will be evaluated against the core competencies for the role (e.g., extracurricular leadership, military experience, volunteer roles, work experience).

Preferred Experience

• Experience in the software industry or technical sales (e.g., SaaS)
• Experience with analytics, data, databases, predictive modeling, or business intelligence
• An existing network in tribal gaming or casino management communities
• Familiarity with gaming systems (player tracking, casino management platforms) and regulatory frameworks (IGRA, NIGC, state compacts)

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. More details about company benefits can be found at the following link: https://www.salesforcebenefits.com.