Specialist Enterprise Account Executive – Federal Civilian (Tableau)

Analytics

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 the world. 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, program manager, agency 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 Federal Civilian agencies. You'll build trusted relationships with program owners, CIOs, CDOs, and senior executives within your patch.

You'll also help agencies realize value from their Salesforce investments. You'll drive the analytics conversation and identify mission-driven use cases across your accounts. You'll develop opportunities through both warm leads and whitespace prospecting.

• Build key stakeholder relationships and drive customer satisfaction at assigned agencies
• Help develop and execute long-term account strategy aligned to each agency's mission and business objectives
• Position Tableau for Federal Civilian use cases, such as:Data-driven decision-making and executive dashboardsProgram performance, grants, and budget transparencyCitizen and constituent servicesFraud, waste, and abuse detectionData modernization, governance, and open data initiatives
• Coordinate with product support, customer success, and sales engineering to meet agency needs, including security, compliance, and authorization requirements (e.g., FedRAMP)
• 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 public sector case studies
• Manage complex sales cycles and present the Analytics value proposition to C-level and senior agency executives
• Navigate federal procurement vehicles and channels, such as GSA schedules, GWACs, and reseller or partner contracts
• 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, moving a large number of opportunities through it at once. Plan around the federal fiscal year and budget cycles

Required Experience

• 7-10+ years of quota-carrying software or technology sales and account management experience, ideally selling to Federal Civilian agencies
• 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
• 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
• Existing relationships within Federal Civilian agencies and familiarity with federal contracting
• Active security clearance, or the ability to obtain one