Account Partner Director (PubSec)

Description The Account Partner Director is the strategic orchestrator of the account — combining the organizational rigor to manage complex, multi-year workstreams with the executive presence to align C-Suite and senior government stakeholders. This role leads growth across US State Department agencies owning the customer relationship, driving successful delivery outcomes, and partnering closely with Sales to expand Salesforce's footprint.

Beyond individual account ownership, this leader will coach the broader team on sales process discipline — forecasting rigor, deal progression, and executive-level client engagement — helping close current quota gaps and set up sustained bookings growth.

Key Responsibilities

• Own the end-to-end client relationship for assigned, acting as the primary steward of program success, delivery health, and expansion strategy.
• Conduct unified "One Salesforce" account pursuits — aligning License Sales, Product, and Customer Success — to chart a clear path for digital and agentic transformation.
• Bridge the gap between a client's strategic aspirations and high-stakes execution, driving bookings, program revenue, and software consumption.
• Lead and shape Professional Services pursuits, proposals, and commercial constructs for complex, multi-million dollar engagements.Coach and mentor account teams on sales process discipline: forecasting accuracy, deal progression, and executive engagement standards.
• Navigate government delivery, funding, and procurement environments, including budget alignment and financial governance for US State programs.
• Serve as an escalation point for at-risk engagements, partnering with delivery leadership to manage risk and protect client trust.
• Represent Salesforce Professional Services at the executive level with clients and internally.

Minimum Qualifications

• Significant experience leading customer experience, digitization, or sales/service/marketing transformation programs — either as an internal leader or as an external consultant (Salesforce platform experience preferred).
• Experience selling and/or delivering Professional Services in a Salesforce or Global System Integrator-type environment.
• Deep experience working within U.S. State agencies and navigating government delivery, funding, and procurement processes; US State contracting experience required.
• Proven track record operating as a "player-coach" — able to command a boardroom, navigate complex environments, and convert strategic visions into multi-million dollar commercial mandates.
• Strong executive presence with demonstrated ability to influence C-suite and senior government stakeholders.
• Prior leadership experience within Professional Services sales.
• US citizenship required; active security clearance preferred or ability to obtain
• Must be local to the DC Metro area
• Ability to travel as needed to support client and executive engagements.

Desired Skills:

• Experience using AI tools like Gemini and Claude in the end to end sales cycle (e.g. account strategy research and prep, buyer intelligence, market competition analysis, pipeline identification, processing RFx)

Why Salesforce Professional Services

Our Public Sector PS practice is one of the fastest-growing areas at Salesforce — helping government agencies transform the way they serve citizens and deliver on their missions. You'll have access to the full Salesforce portfolio, a world-class delivery bench, and the opportunity to make a meaningful impact where it counts.

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.