When Heather Mao walks into the Salesforce Singapore office, she’s not just clocking in — she’s stepping into an ecosystem of innovation, collaboration, and fast-paced decision-making. As a Strategic Account Director covering Agentforce and Data Cloud, Heather’s role sits at the intersection of AI transformation and real human connection.
We sat down with her to talk about what her day looks like, how the ASEAN region is embracing AI, and why her sales philosophy is deeply rooted in listening, relationships, and teamwork.
What’s a typical day like for you as a Cloud Account Executive (AE)?
“It’s very busy,” says Heather. “I cover Agentforce and Data Cloud across small and medium businesses as well as public sector accounts — so there’s a lot of learning, collaboration, and tailoring of sales plays depending on the segment,” she adds.
From using AI-powered tools to meeting stakeholders from vastly different industries, Heather juggles a wide range of tasks every day.
With Agentforce, much of her time is spent educating clients about its capabilities, building internal alignment, and crafting strategies that are customized for each account.
“Every single customer, in every single industry, has a different use case,” she adds. “It keeps me on my toes — and that’s what I love.”
What does the sales landscape look like in ASEAN, especially in Singapore?
The ASEAN region is buzzing with interest in AI and cloud — but digital maturity varies significantly from market to market.
“Everyone is excited about AI, but not every organization is ready to jump into it,” Heather explains. “Some clients are still using pen and paper. For them, just getting started with Salesforce is a big first step before talking about AI.”
“Face-to-face interaction is still super important here,” Heather says. “We all adapted to virtual meetings during COVID, but in-person conversations build trust in a way that virtual meetings can’t replicate.
That’s especially true in Singapore’s enterprise ecosystem, where long-term relationships drive a lot of decisions.”
What are your top strategies for building trust with clients, given the unique nature of the ASEAN region?
Building trust isn’t about being the loudest person in the room — it’s about showing up, listening, and being part of the journey. Heather’s approach to trust-building is refreshingly simple, yet powerful. Here are the three strategies she swears by:
1. Make it personal — meet in person.
“In-person meetings really move the needle,” Heather says. “It’s about building that rapport and showing the client that you care enough to show up.”
She shares a story of a major enterprise deal where face-to-face conversations, executive connects, and even customer-to-customer reference calls made all the difference. “It took over 30 people to close that deal. Everyone — from solution engineers to AEs from other teams — played a part. That’s Salesforce at its best.”
2. Listen before you pitch.
Heather’s not the kind of salesperson who leads with a product demo. “I always try to go into meetings without a sales mindset,” she explains. “Instead, I just listen — to their challenges, their goals, their vision. Then I go back and see how Salesforce can help.”
Why? Because clients can tell when you’re pushing something they don’t need. “People are very savvy these days. They’ll appreciate it more if you take the time to understand their world first.”
3. Be resourceful.
In Heather’s world, trust also means being dependable. “At Salesforce, we say it takes a village to close a deal. So knowing who to pull in, how to align internally, and giving credit when it’s due — that’s key.”
How are you using AI tools like Agentforce?
AI has become an essential part of Heather’s workflow — especially in helping her ramp up quickly in a new role.
What sets Agentforce apart from other tools she’s used? Its contextual intelligence. “It’s grounded in Salesforce data, which means it doesn’t just spit out generic answers. It understands what’s important in our world.”
She also emphasizes the human element. “Yes, AI drafts emails for me — but I always personalise them. That final human touch still matters.”
What advice would you give to someone just starting out in sales?
“Take advantage of working in the office!
It sounds so basic, but it’s one of the best ways to build relationships with your teammates.”
Heather points out that half the people who helped her close big deals were folks she met at the office — during lunch, over coffee, or while casually swapping notes.
“Those connections matter. They’re the people who will support you when you’re stuck, cheer for you when you win, and collaborate when you need help.”
She also encourages new AEs to stay curious and open. “You’re not expected to know everything from day one. But if you show up, ask questions, and offer help, you’ll go far.”
It’s not just the deal — it’s the journey
Whether she’s closing million-dollar deals, volunteering with her team in Bangkok, or self-proclaimed geeking out at Dreamforce, Heather brings passion, people-first energy, and a learner’s mindset to everything she does. She’s not just helping clients succeed — she’s making cloud sales a little more human.
Ready to grow your career in a place where people and innovation come first? Join us at Salesforce.
We can’t wait to meet you!
Join our Talent Community and be the first to know about open roles, career tips, events happening near you, and much more.
