Practice Development Specialist (Salesforce + MuleSoft)

Practice Development Specialist (Revenue Cloud & Data Foundations (MuleSoft & Informatica)

Location: Chicago, Atlanta, or Denver for periodic travel to Salesforce offices for meetings.

Job Summary:

Thunder is a Salesforce-native consulting and implementation partner helping organizations accelerate digital transformation across Revenue Cloud, Service Cloud, Agentforce, Data Cloud, MuleSoft, Informatica, and AI-powered customer experiences. We're hiring a Practice Development Specialist to accelerate growth across our Revenue Cloud and Data Foundations practices by creating qualified pipeline through focused engagement within the Salesforce ecosystem.

This is not a traditional SDR, BDR, or quota-carrying Account Executive role. It is a technical, partner-facing pipeline generation role designed for someone who combines Salesforce cloud expertise with strong relationship-building skills and a commercial mindset. Working with a defined set of Salesforce Revenue Cloud Co-Primes, Core Account Executives, MuleSoft sellers, and Solution Engineers, you'll identify customer initiatives, execute targeted practice plays, and position Thunder before opportunities formally enter the sales cycle.

You'll partner closely with Thunder Client Directors, Capability Leaders, and Solution Engineers to convert early engagement into qualified consulting opportunities and ultimately successful client engagements. Success in this role is measured by creating meaningful relationships, qualified pipeline, and opportunities that convert into revenue.

Key Responsibilities:

• Salesforce Relationship Development• Develop trusted relationships with targeted Revenue Cloud Co-Primes & MuleSoft teams.
• Become a recognized extension of the Thunder sales organization by maintaining regular engagement, sharing customer success stories, identifying whitespace opportunities, and ensuring Thunder remains top of mind within your assigned practice.

• Pipeline Generation• Execute targeted pipeline generation activities across a defined Salesforce audience.
• Create awareness, uncover customer initiatives, qualify opportunities, and introduce Thunder at the earliest possible stage of the buying journey.
• Drive pipeline growth by securing customer introductions, booking introductory meetings, and consistently generating qualified sales opportunities.

• Technical Opportunity Development• Leverage your Revenue Cloud or Data Foundations expertise to facilitate business outcome and solution conversations, identify customer challenges, execute practice-specific plays, and position Thunder's consulting capabilities.
• Coordinate assessments, discovery workshops, and lightweight proof-of-value activities when appropriate.

• Account Targeting & Practice Plays• Develop and maintain account maps, relationship maps, whitespace analysis, and targeted account plans.
• Execute repeatable practice plays designed to build awareness, strengthen Salesforce relationships, and consistently generate qualified opportunities.

• Internal Collaboration• Partner closely with Client Directors, Capability Leaders, and Solution Engineers to transition qualified opportunities into active pursuits.
• Remain engaged throughout the opportunity lifecycle to improve opportunity quality, conversion rates, and closed revenue.

Required Qualifications:

• 2–5 years working within the Salesforce ecosystem.
• Hands-on experience with Revenue Cloud, MuleSoft, or Informatica in a consulting, implementation, solution engineering, customer success, or technical pre-sales capacity.
• Strong understanding of how Salesforce sellers, partners, and consulting firms work together to deliver customer outcomes.
• Ability to confidently discuss business challenges, technical capabilities, and implementation approaches with Salesforce sellers and customer stakeholders.
• Strong relationship-building skills with the ability to quickly establish credibility with both technical and business audiences.
• Highly organized with experience managing account plans, opportunity tracking, CRM, and multiple concurrent priorities.
• A commercial mindset and a genuine interest in building a career in consulting sales.

Strongly Preferred:

• Existing relationships within the Salesforce Revenue Cloud, MuleSoft, or Data Foundations organizations.
• Experience supporting consulting sales pursuits or partner-driven pipeline generation.
• Experience facilitating discovery sessions, partnership assessments, workshops, or proof-of-value engagements.

You'll Stand Out If:

• You enjoy building relationships as much as solving technical problems.
• You've helped create consulting opportunities before they officially entered a sales pipeline.
• You naturally identify whitespace, connect people, and create momentum.
• You want to leverage your technical expertise while building a long-term career in consulting sales, alliances, or practice leadership.

Why Thunder? Because You Deserve More Than Just a Job.

• A Culture of Builders – We’re a remote-first, global team of curious, collaborative problem-solvers. You’ll have the opportunity to refine processes, solve challenges, and help shape the future of Salesforce and Amazon consulting. If you’re excited to build, innovate, and grow, you’ll fit right in.
• Forge Your Own Path – At Thunder, you’re not just filling a role—you’re shaping it. Whether it’s jumping into presales, refining our methodology, or building something entirely new, the opportunity to innovate is yours to take.

Perks In Store for You:

• Comprehensive Benefits with Sequoia – Medical, Dental, Vision, and Employer-Paid Life/Disability Insurance to keep you and your loved ones covered.
• Ownership & Impact – Stock options in a fast-moving, high-growth company. Every employee plays a part in what we’re building. Come make your mark!
• Level Up Your Career – Real opportunities to grow your Salesforce and Amazon expertise through mentorship, certifications, and hands-on experience with cutting-edge technology.
• Work from anywhere (well, almost 😉) - Enjoy the freedom of remote work, flexible PTO (with a 2-week minimum!), and generous leave policies - because the best work happens where you’re happiest.
• People-First Flexibility – We’re always listening, evolving, and adapting. Your feedback helps shape our policies, ensuring you can thrive - professionally and personally.