What job titles do Salesforce AEs sell into? If selling CRM, are they targeting VP of Sales? If selling Marketing Cloud, are they targeting VP of Marketing? What about IT, do reps sell into the IT dpt?

Question

What job titles do Salesforce AEs sell into?  If selling CRM, are they targeting VP of Sales?  If selling Marketing Cloud, are they targeting VP of Marketing?  What about IT, do reps sell into the IT dpt?

Accepted Answer

VP of Sales if they are big enough or sophisticated enough to have one. In SMB it would be primarily  to Owner, President,  CEO, CFO, CMO, COO, CMO. IT don't really play as big of a role in buying, they would look at more of what connects to Salesforce, so they are great to speak to about Mulesoft. From my exp, IT involvement if never great because they are trying to do as little as possible so bringing a whole new Enterprise Software is usually not in their best interest.

Answer

It also depends on the segment you are in. So if you are selling in SMB vs Mid-Market vs Enterprise. In SMB some organizations aren't sophisticated enough to have a VP of Sales so sometimes you sell to the CFO, CEO, IT, Directors. It all depends what you find out about the organization when you do your discovery.

Answer

2/2: Then someday, yes, when your trying to wrap up a site licensing agreement for 1000’s of users across the whole company, for millions of dollars, you’ll likely need support/champions from multiple executive decision makers: CFO; CIO; CRO

Answer

It depends entirely. Generally speaking, this is a good way to look at it- however, given Salesforce’s size we have many different verticals and size (i.e. HLS, CPT, CG. SMB, GRB, ENT.) titles will change from company to company. I hope this helps!

Answer

There are different types of Salesforce AEs the primary one's you will hear the most about are Core AEs, Marketing Cloud AEs and Commerce AEs (of course there are others like Tableau, Slack, Mulesoft, etc.). Each of them have target business personas they are going after. Core for example is mainly sales and service so they will be targeting Sales, Service, Revenue and Operations leaders. Marketing will be targeting marketing leaders and so forth. To some degree all reps sell into some aspect of IT due to IT having a technology and solutions maintenance responsibility. Hopefully that answers your question!

Answer

1/2: You’ve answered your own question: EVERY ROLE, EVERY DEPARTMENT. Sell high, sell low, build wildly happy/supportive advocates at every level.

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Anonymous Q&A

What job titles do Salesforce AEs sell into? If selling CRM, are they targeting VP of Sales? If selling Marketing Cloud, are they targeting VP of Marketing? What about IT, do reps sell into the IT dpt?