The Account Executive’s Playbook: Building Better Deals the Salesforce Way
Explore Nitin’s path to becoming an Account Executive at Salesforce — a story of growth, resilience, and real impact.
At Salesforce, every deal tells a story. For Nitin Vinzuda, Senior Account Executive, two in particular have defined his journey: his very first win and his most recent deal. One sparked his learning curve; the other is a testament to just how far he has come.
The first win: Excitement, energy, and a reality check
When Nitin joined Salesforce in August 2018, he was new to the industry, new to the product, and eager to learn. A month into the role, he was handed the mid-market retail and consumer goods territory for West India — a segment Salesforce was just beginning to grow into at the time.
“There was very little traction,” Nitin recalls. “We didn’t have a point of view or a demo that was tailored to the industry.”
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His first real opportunity came with a B2B jewelery manufacturer. Despite the lack of sector-specific materials, Nitin presented a compelling case for using Salesforce to streamline their sales engagement. The company’s Managing Director was excited. A few internal meetings later, they signed on.
“It was my first demo, and I was thrilled to have my manager join me for the negotiation. We closed a $25K deal, which was significant for mid-market at the time,” he says.
But the post-sales journey told a different story.
“We hadn’t really studied the end user persona,” Nitin admits. “While the leadership was convinced, the sales and IT teams had little context on what CRM (Customer Relationship Management) really meant for them. There was friction during implementation, and after six months, they decided to opt out.”
That experience, while disheartening, laid the groundwork for a more thoughtful, user-centered approach in the future.
The latest win: Persistence, partnerships, and purpose
Nitin’s most recent win was with one of India’s most recognised consumer brands. The stakes were high. The company had previously tried Salesforce in 2015 and discontinued it after a year. “They had a challenging past,” Nitin explains. “The challenge was to earn back their trust.”
Re-engaging with the client wasn’t easy. Initial outreach attempts were met with resistance. Business stakeholders were wary. The CIO was focused on cost-efficiency. But Nitin and his team persisted.
“We couldn’t reach senior leadership immediately,” he explains. “ So we started by working closely with teams on the ground — the people experiencing the challenges firsthand — and built our case by uncovering one clear, actionable need.”
That entry point was customer service CRM. While seemingly small, it addressed a real business need — managing product complaints from end consumers more effectively. The client had been relying on an in-house tool that wasn’t meeting expectations and were pleasantly surprised by how much Salesforce’s service solution had evolved over the years.
Marketing Cloud was added to drive distributor communication via WhatsApp, SMS, and email. A 3,000+ user engagement portal layered on top of their DMS system followed. It was a measured, relationship-first approach that led to a transformative result.
A shift in mindset: Listening before selling
Between those two deals, Nitin’s approach to customer engagement has transformed.
“Earlier, we used to lead with our point of view,” he reflects. “Now, even if a customer is ready to buy, I first try to define the ‘why’ behind the project.”
That shift has led him to spend significantly more time understanding how the product will be used on the ground. For Nitin, it’s not just about understanding the organisation but about building a complete picture of the people who will actually use the tools.
This deeper level of engagement enables him to craft proposals that resonate with both leadership and frontline teams. “When we understand their day-to-day realities, we can show how Salesforce can meaningfully improve their workflows and outcomes,” he says.
Support from the ecosystem: Learning, tools, and time that matters
Nitin credits much of his professional growth to the supportive ecosystem at Salesforce. Trailhead, the company’s dedicated learning platform, has helped him stay current with product updates and industry shifts. Peer collaboration is equally seamless — Slack, paired with Agentforce, has become a go-to resource.
Tools like Einstein and Agentforce have also made a practical difference in his day-to-day work. “Whether it’s writing a first email to a CIO or preparing a case for the CFO, AI helps me get 90% of the way there,” he shares.
From selling to solving
Over the years, Nitin’s definition of success has evolved. It’s no longer just about closing a deal — it’s about creating lasting impact, ensuring every solution continues to deliver value long after the contract is signed.
Inspired by Nitin’s journey? Discover how you can build meaningful relationships and make an impact with Salesforce.
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