Salman Mohiuddin

Enterprise Account Executive, Marketing Cloud (Financial Services)

Helping sales pros + teams build healthy pipeline to close more deals faster | Sales Coach + Trainer @ SSA | 17 years as a quota carrier | ex-Salesforce, Asana and IBM | Interview Ace

Problem before Product. 

17 years of tech sales experience as an SDR + AE at Salesforce, IBM and Asana all as an individual contributor. There’s more 👉

Currently Founder at Salman Sales Academy.

#1 Sales Influencer in Canada 2025 (source: Favikon)

Coaching and training AEs, SDRs, BDRs + sales teams to find and close more deals.

Started as an SDR in 2006, moved to AE in 2007.

6 years at IBM
- SDR 
- SMB + MM AE
- small Enterprise AE

7 years at Salesforce
- MM AE (new logo)
- Enterprise AE

2.5 years at Asana
- Enterprise AE 

2 years at startups 
- SMB AE (new logo)
- Enterprise AE

I currently coach + train AEs, AMs, BDRs, SDRs and Sales teams on prospecting, problem enablement, discovery, demos, deal strategy and interviews.

DM me for:

- 1:1 Sales coaching 
- Sales team coaching + training for your company
- 1:1 Sales interview consults to help you land an offer
- Speaking engagements or sessions for your company
- Podcast guest 


✅ Widely recognized as a master prospector & hunter

✅ Experienced in consultative selling to C-level, Information Technology (IT), Marketing, Ops, HR and more.

✅ Sales Interview Ace - the interview playbook I've built has resulted in an 80% success rate in interviews

✅ Possess an Honors B.A., Economics

[Sales COACHING]

➡️ Problem Enablement [build confidence in truly understanding your persona and the problems your solution solves for]

➡️ Prospecting [cold email, cold calling, warm calling, objection handling]

➡️ Discovery [full 5-step discovery framework to help lead your calls with confidence and in the flow of the conversation]

➡️ Demos [full demo framework, engaging demos, justifying spend, taking control of deals, PoC/Pilot strategy, etc…]

➡️ Deal Strategy [multithreading, uncovering power, executive alignment + engagement, quantifying pain, business case, negotiation, dealing with objections throughout cycle, taking control of your deals, champion building, mutual plans, forecasting, etc...]

➡️ Interviews - I've refined my interview playbook that has help 80+ folks land offers [interviews, mock cold calls, mock discovery, mock presos, territory plans (that will wow a hiring manager)]

I've built an entire Sales playbook from prospecting to close in everything in between based on my 17 years of experience as an individual contributor in tech sales.

No fluff. All actionable sales insights and content, with real examples, that you can start using right away in your role and see immediate results.

Check out the coaching programs and testimonials here:  www.salmansales.com

or DM me. Happy to help.

Founder

Helping AEs, SDRs + Sales teams find and close more deals. 🚀 Boosting income and revenue. 

17 years of tech Sales experience, all as an individual contributor. I've been in your shoes as an SDR, Commercial, and Enterprise AE at companies like Salesforce, IBM and Asana. In the trenches. Exceeding targets. Even in economic downturns.

Documenting all of my learnings, I've built out a Sales playbook. Now I want to give back to YOU.

I teach individual contributors + Sales teams on how to sell better, exceed targets, boost income / revenue, and accelerate growth. All with actionable Sales content and insights that you and your team can start using right away. Seeing immediate results.

My AVP at Salesforce to me on last day of the fiscal year: “Thank you for not listening to me.” 😐

Let’s roll the clocks back 9 months prior.

I took over an account. Not just any, but the largest bank in the country.

My AVP - who was the AE on the account years ago - pulled me aside my first few weeks in role and said, 

“Salman, just take down the small deal in this account. We’ve sold them almost everything.” 

Not exactly what I wanted to hear from my AVP when I took over the account.

They’d already invested quite a bit with us, I get it. But I had a quota to hit. A big one.

Nobody thought we could sell them more. 

There was a small opp… and they recommended I just take it down

and move on.

……………………………………………..

Well, here’s what I did to prove them wrong 👇


BACKGROUND CHECK

- spoke to the CSM, SE, Core teams
- specialists, external partners, SI’s, etc…
- to get the lay of the land across the account


- identified a segment that had whitespace
- it was their Wealth management division


BUILT A POINT OF VIEW

- did some initial digging and discovery
- built PoV on how they may be losing rev to competiton
- because of insights not captured in real-time on digital channels


STARTED WITH THE PROBLEM

- focused on this business challenge
- uncovered a exec priority at risk because of problem
(increased market share)


MULTITHREAD

- the PoV + disco helped gain meetings with Dir/VPs
- leveraged our internal x-functional teams
- SE, CSM, Business Value, Product mgmt, etc…


VALIDATION + ALIGNMENT

- business problem, impact to the business
- uncovered metrics important to each stakeholder 
- how said metrics were being affected by problem
- impact to business if nothing actioned on


CUSTOMER’S BEST INTEREST BEFORE OURS

- shared pros and cons to each option
- options included ones that wouldn’t work in our favor
- we didn’t take one side or other, which built trust


CO-CREATED BUSINESS CASE

- with our champion
- got buy-in from each stakeholder


MUTUAL PLAN

- which was truly MUTUAL 


NO BUDGET WAS ALLOCATED

- we uncovered a problem that put a priority at risk
- they dug up budget from other areas of business

………………………………………..

The result?

Our champion achieved the 1% club, because of the impact the platform had on their segment.

I closed one of the largest deals of my career 

because our internal teams worked together to solve a big problem.

Hit almost 200% of my number (when I was told to take down the small deal)


The deal came on the last day of the fiscal year and the AVP sent me a message,

“Thank you for not listening to me”

………………………………………………………

I took my AVP’s statement at the start of the year as a challenge.

Don’t let a few words stop you from accomplishing something you believe you can do.

Helping Sales Pros Close More Deals + Crush Quota | 17 Years as an AE | ex-Salesforce, IBM + Asana | Founder, Salman Sales Academy | #1 Sales Influencer in Canada 2025

graphical user interface, text, application, chat or text message

If I started a new AE role tomorrow, I wouldn’t open the CRM.

I wouldn’t review the product slides (for now). 
I wouldn’t watch demos of features & function. 

Here’s what I would do instead in my first two weeks (and why it works) 👇


1. Find the top 3 AEs in the org
 Buy them a coffee (virtual or not) and ask:
 → “What are you doing that others aren’t?” → “What would you do differently if you had to start over?”
 I used to let ego get in the way of these convos.
 I realized: replicating what already works saves you months of trial and error.


2. Skip product enablement (for now)
 You’ll get flooded with features anyway.
 Start with problem enablement.
 Build a simple doc:
 → choose 3-5 buyer personas → list out real problems they face
→ (not capabilities, jargon or buzzwords)
→ understand how they typically tackle them today → map out the negative impact on them and business  → identify what metrics they care about/how affected 
Document how those problems show up in their world.
 This helps you speak the prospects language, when everyone else is just pitching features.

Prospects will think “this person gets me”.


3. Study your competition (and status quo) 
Not just from a deck, go deeper:
 → where they win → where they fall short → what your product does better → what problems your differentiators actually solve

👆 that last one is the most important
 You can’t stand out if you don’t know what you’re up against.


4. Master 3 customer stories
 Not surface-level. Break it down:
 → what problem were they facing → what negative impact it had (think metrics)
→ bonus points if there was a priority it put at risk → what changed after they used your product → what were the positive business outcomes

(make the champion the hero)


5. Meet your internal teams
 SDRs, SEs, CSMs, Legal, Deal Desk, Partner team, etc
 Ask them: “What can I do to make your life easier?”
 It builds trust fast, and that pays off when deals get complex.

…………………………………

Do these 5 things and you won’t just ramp up super fast 
you’ll build your internal brand.


P.S. Problem Enablement (2) is an absolute game changer… my clients ramp up SO much faster

Got a verbal from a prospect, “We’ve decided to move forward with your platform.” My response:

“Sounds great! I’ll send over an order form later today.”

I forecasted the deal for the month and told my manager the good news.

Got the internal approvals and sent it out.

One day passed. Nothing. Two days. Crickets.

Finally got a hold of them:

“When can we expect a signed order form?”

Prospect: “It’s not that simple. We’ll need to go through vendor approval. You’ll also be hearing from InfoSec to fill out some forms. Plus, we need to get in touch with legal to discuss the MSA.”

Me: “How long do you think that’ll take?”

Prospect: “I’ve seen it take as little as 6 weeks and as long as 6 months.”

Head down. I had to break the news to leadership on a deal I’d committed

👆 This situation happened more than once for me earlier in my career. Lesson learned.

................................................

Don’t assume a deal is done because a prospect gives you the thumbs up.

It’s on us to uncover their buying process, early.

You could try something that sounds like this:

You: “Linda, you’ve been with the company for 5+ years. Fair to assume you’ve been part of evaluations like this in the past?”

Prospect: “Yup.”

You: “Could you walk me through how you typically evaluate, decide, and purchase tech? What are the steps and who’s involved?”

..................................................

Or something like this, for more complex deals:

“Linda - working with customers like you, I’ve noticed that once a platform gets the green light, there’s often a vendor onboarding process

which could include InfoSec, privacy assessments, and potentially getting legal involved.

Is that something you anticipate and if so could you walk me through the process and who’s involved?”

...................................................

Get ahead of the process in your deal cycles.

It’ll save you a headache and heartache.


P.S. who’s heading over to Sales Enablement Summit in downtown Toronto today?

See you there!

Was at a conference yesterday and had 60- seconds to pitch a Sales Enablement leader I’d never spoken to before.

I had to run to a meeting and the next session was about to start.

Wanted to try to catch the leader whom I heard from someone else said she was looking for training for her team.

No time to qualify or run any discovery.

Just a shot to earn her trust (and a next step).

Here’s what 23-year-old Salman would’ve said:

“Hey Linda, heard you’re looking for sales training. I can help streamline your manual processes, help with your sales execution and increase win rates.”

😐


Here’s what 27 year-old Salman would’ve said:

“Hi Linda, how are you? What inspired you come to the conference?… that’s great. Hey I heard you’re looking for training. What are you hoping to accomplish?”

😐


Here’s what 42-year-old Salman actually said:

“Hi Linda, how are you enjoying the conference so far?”

Linda: “Going really well.”

Me: “Hey, know we got a minute before the next session. Just wanted to say I was on your website and I love how you focus on the problem you actually solve for.”

[I talked through the specific problem they solve for with no buzzwords, no product jargon]

“It’s refreshing to see that because I don’t very often.” I said


Linda: “Really appreciate that. I’ll definitely share what you just said with my internal team.”

Me: “Thanks. Ya the thing I see today with a lot of sellers is that they tend to focus more on the product vs truly understanding and articulating the problem, in the prospects language not their language.”

Linda: “You’re right…. we should connect.”

Me: “Know we have to run but let me send you a note and we can find some time, sound good?”

Linda: “Let’s do it.”

She smiled the entire convo.



Problem before product.

Engine

Built & scaled new segment’s headcount by ~6X (leaders + sellers), growing monthly revenue by 20X in under a year.

💰 Backed by Blackstone, Telescope, Elefund & Permira

👬 We’re hiring → engine.com/culture

Head of Sales & GTM Strategy, Groups

Segments’ employee #4 & first sales leader.

Director of Sales, Groups

Stage 2 Capital

Stage 2 Capital is a venture capital firm that invests in early stage B2B software companies and sits shoulder to shoulder with leadership teams to operationalize sustainable revenue growth and sales operations. 

Backed by top go-to-market professionals from leading tech companies, Stage 2 Capital leverages its deep sales expertise to help entrepreneurs scale their businesses in addition to providing capital.

Limited Partner

StanfordTax, Inc.

StanfordTax is a leader in Al-driven tax automation and was the 2024 winner of the CPA Practice Advisor Innovation Award.

Learn more @ www.stanfordtax.com

GTM Advisor

InterWork Office Solutions

Across the US and Canada, InterWork Office Solutions designs, furnishes, and manages office openings, closings, and relocations for some of the world's best-known brands, including Disney, Wells Fargo, and GEICO.

Learn more @ www.interworkoffice.com

Salesforce

Led post-acquisition-integration teams (NY + ATL) driving 187% YoY growth.

Group Leader, Core Sales

Sales Manager (Acquired Slack)

Slack

Joined Slack post–$28B Salesforce acquisition (3rd largest in software at the time); built and led first-ever New Logo group - 228% YoY growth, contributing to Slack reaching $1B ARR in record time for SaaS.

Sales Manager (Acquired by Salesforce)

Bloomberg LP

Led the broader group across North America & LATAM; Grew new business revenue by 84% YoY.

Global Manager, Enterprise Sales

Team Lead, Account Executives

SmileBack Labs

GTM Advisor to Co-Founder & CEO

Manager, Growth Sales & Partnerships

Sales & Partnerships Lead

Eltel Technologistics LTD.

Regional Lead, Enterprise Sales

SMB & MM (Jan 2011 - Dec 2011)
ENTP (Jan 2012 - Jan 2013)

Account Executive, Enterprise

Israeli Military Intelligence

Team Leader, Innovation & Technology Research

Sales Leader @ Salesforce | LinkedIn Top Voice in Sales (2024) | GTM Advisor | Disruptive Innovation Evangelist | ex-Slack, Bloomberg

SaaS revenue leader with 15+ years selling, building, and leading GTM across hyper-growth startups and F100 including Slack, Salesforce, Bloomberg, and Engine.

I’ve scaled sales orgs from 0→1 in hyper growth mode (XXX%+ YoY) and built teams in global multi-million to multi-billion-dollar ARR enterprises — driving repeatable growth, GTM discipline, and high-performance cultures.

Today, I lead Sales & GTM Strategy for the Groups division at Engine, a segment I helped build from the ground up, scaling headcount by ~6X and growing monthly revenue by 20X in under a year. 

I’m also an advisor, investor, and LP at Stage 2 Capital, helping scale the next generation of category-defining companies — focusing on early-stage B2B SaaS, AI, and disruptive emerging tech.

Idan Baum

🚀 Exciting news! We're hiring Enterprise/Strategic Account Executives at KnowBe4! 🚀 

💡 𝐅𝐨𝐫𝐠𝐞 𝐭𝐡𝐞 𝐅𝐮𝐭𝐮𝐫𝐞 𝐨𝐟 𝐒𝐞𝐜𝐮𝐫𝐢𝐭𝐲: 𝐃𝐫𝐢𝐯𝐢𝐧𝐠 𝐀𝐈 𝐈𝐧𝐧𝐨𝐯𝐚𝐭𝐢𝐨𝐧

The future of security isn't just firewalls - it's intelligence. Are you ready to lead the charge and define the next era of cybersecurity, powered by AI?

At KnowBe4, we are leveraging AI-driven Human Risk Management (HRM) to go well-beyond awareness training, transforming over 70,000 global organizations. 

🎯 This role is for the elite hunter who excels at landing new logos. You'll operate as a Strategic Partner for future enterprise clients, guiding them to integrate our cutting-edge AI technology to build an impenetrable human defense layer. 

🧬 Our DNA includes radical transparency, championing extreme ownership, and commitment to continuous innovation - join us to secure major new business wins and build a significant legacy.

If you are a proven Enterprise/Strategic hunter ready to sell a revolutionary platform and genuinely change the future of organizational resilience, we want to meet you.

💥 What makes you a great fit?

𝐏𝐫𝐨𝐯𝐞𝐧 𝐄𝐧𝐭𝐞𝐫𝐩𝐫𝐢𝐬𝐞 𝐇𝐮𝐧𝐭𝐞𝐫: 3+ year track record selling software to the Enterprise & Strategic space, specifically focused on net new logo acquisition within large organizations.

𝐈𝐓 𝐒𝐞𝐜𝐮𝐫𝐢𝐭𝐲 𝐀𝐜𝐮𝐦𝐞𝐧:  Familiarity with standard concepts and practices within the IT Security field, capable of articulating a strong value proposition.

𝐏𝐞𝐫𝐟𝐨𝐫𝐦𝐚𝐧𝐜𝐞 𝐃𝐫𝐢𝐯𝐞𝐧: Motivated, energetic, and results-driven business professional focused on achieving and exceeding monthly sales quotas.

𝐎𝐩𝐞𝐫𝐚𝐭𝐢𝐨𝐧𝐚𝐥 𝐄𝐱𝐜𝐞𝐥𝐥𝐞𝐧𝐜𝐞: Experienced in high-level prospecting and networking with proficiency in Salesforce and the ability to work independantly.

𝐒𝐮𝐩𝐞𝐫𝐢𝐨𝐫 𝐂𝐨𝐦𝐦𝐮𝐧𝐢𝐜𝐚𝐭𝐢𝐨𝐧: Possesses exceptional verbal and written communication skills and demonstrates strong collaborative and teamwork skills.

🌍 Locations:  

- NYC
- Austin, TX
- Clearwater, FL 

📈 Take the lead in a high-growth sector with the industry leader. 

✅  Interested? Apply using the link in the first comment (or the LinkedIn link below).

⏱️ Not the right time but still want to help? Like/Comment/Repost/Tag someone that you think can be a fit.

Thank you! 🙏 

#Cybersecurity #AISecurity #EnterpriseSales #StrategicAccounts #KnowBe4 #HiringNYC #HiringAustin #ClearwaterJobs

Enterprise & Strategic GTM Leadership @ KnowBe4 | Human Risk Management | AI & Agentic Cybersecurity

Account Executive (ENT/Strategic) (Hybrid) (Position located in New York)  

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The Battle

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