Tableau Account Executive - Federal Defence and Security

Responsibilities

• As a Tableau Account Executive, you will lead the end-to-end sales strategy across a portfolio of Federal Government accounts, with a focus on Defence and security agencies.
• Territory & Account Leadership: Own and execute a strategic territory plan across Federal Government accounts in Canberra, with a focus on Defence and National Security. Identify whitespace opportunities and expand existing relationships.
• Complex Enterprise Sales: Manage full sales cycles from pipeline generation through to close, including navigating government procurement processes, panels, and compliance requirements.
• Executive Engagement: Build trusted relationships with senior stakeholders (CIO, CTO, CDO, Heads of Intelligence/Operations), aligning Tableau solutions to mission-critical priorities.
• Solution Selling: Position Tableau within broader data and digital transformation agendas, articulating value in secure, scalable analytics and data visualisation for high-stakes environments.
• Cross-Functional Collaboration: Partner closely with Solution Engineering, Customer Success, Marketing, and the broader Salesforce Public Sector team to deliver cohesive, high-impact customer engagements.
• Ecosystem Navigation: Work within the Federal Government partner ecosystem, including systems integrators and advisory partners, to drive large-scale, multi-stakeholder deals.
• Forecasting & Pipeline Discipline: Maintain accurate pipeline management, forecasting, and account insights using Salesforce, ensuring visibility and predictability across your territory.

Requirements

• Proven success in enterprise, consultative sales with a track record of exceeding targets in complex environments
• Experience selling into Australian Federal Government, ideally within Defence, intelligence, or national security sectors
• Strong understanding of government procurement frameworks, panels, and contracting processes
• Ability to navigate long, multi-threaded sales cycles with multiple stakeholders and decision-makers
• Executive presence with the ability to influence and engage at senior levels
• Familiarity with data, analytics, or enterprise software (BI, data platforms, cloud technologies)
• Highly strategic mindset with strong account planning and territory management capabilities
• Eligibility to obtain and maintain relevant security clearances (baseline or NV1/NV2 highly regarded)
• Why Join Salesforce?
• Play a key role in shaping how Australia's most critical institutions leverage data for mission success
• Work with market-leading technology (Tableau) as part of the #1 CRM company globally
• Be part of a high-performing, mission-driven Public Sector team
• Access world-class enablement, career development, and internal mobility opportunities
• Thrive in a values-led culture grounded in Trust, Customer Success, Innovation, and Equalility
• About Tableau, a Salesforce Company
• Tableau enables people and organisations to see and understand data. As a leader in analytics, Tableau helps customers make faster, more confident decisions, particularly in complex, data-rich environments like government and defence.
• About Salesforce
• Salesforce is the global leader in CRM, empowering organisations to connect with their customers in new ways. We are committed

Additional Information

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 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. Ready to level-up your career at the company leading workforce transformation in the agentic era? You're in the right place! Agentforce is the future of AI, and you are the future of Salesforce. Salesforce is seeking a high-performing Account Executive to join our Tableau team, focused on driving data and analytics transformation across Australia's Federal Government, with a priority on Defence and National Security agencies. This is a strategic role operating at the intersection of data, decision-making, and mission-critical outcomes. You will partner with senior government stakeholders to unlock the power of data, enabling more informed, timely, and secure decision-making across some of the country's most complex and sensitive environments.

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