Bold Moves and Big Impact: A Public Sector Sales Career

When Rachel Keung joined Salesforce as a Sales Development Representative (SDR) in 2016, she didn’t just step into a new role — she stepped into an opportunity to create something entirely new. Tasked with helping build the Public Sector SDR program from the ground up, Rachel quickly discovered that Salesforce was the perfect place to combine her competitive drive with her passion for building meaningful solutions.

“I’ve always loved solving problems and creating processes,” Rachel shares. “At Salesforce, I found a culture where I could do that while growing personally and professionally.”

From the Ground Up: Building Success in the Public Sector

Rachel’s first challenge at Salesforce was to help shape a brand-new SDR program for the Public Sector team. “There were no systems in place, no established playbooks — it was a true blank slate,” she recalls.

Rachel leaned in. Working closely with her team, she helped define key processes like lead management, email cadences, and objection handling. “It felt like a startup within Salesforce,” Rachel says. “I loved that I could bring my builder mindset to a role that also tapped into my competitive spirit.”

Her success didn’t go unnoticed. Rachel was promoted to team lead within a year, where she scaled her team to oversee multiple SDRs. By 2020, she had stood up teams across regions in Australia, New Zealand, Singapore and Europe, helping public sector clients solve challenges in innovative ways. In 2023, Rachel expanded her purview to include the Department of Defense and Aerospace BDR team.

Redefining Sales with AI and Agents

Now, as a Senior Director, Rachel is leading her teams through one of the most transformative times in Salesforce’s history: the AI era. With AI tools like Einstein and Agentforce SDR and Sales Coach, Rachel’s teams are reimagining how they approach sales. “AI and agents are changing everything,” Rachel explains. “It’s not just about saving time — it’s about creating smarter, more personalized interactions with customers.”

Rachel’s teams use AI to streamline workflows, generate insights, and craft tailored solutions for public sector clients. “For example, when reps need to pull account data or draft follow-ups, Einstein helps them do it in minutes,” she shares. “That frees up time to focus on what really matters: building relationships and delivering value.”

Thriving in a Collaborative Culture

When asked what keeps her at Salesforce after nearly a decade, Rachel doesn’t hesitate: “It’s the people and the mission,” she says.

Rachel thrives on working with ambitious, curious teammates who share her commitment to growth. “Everyone here is so driven to learn and succeed,” she says. “That kind of energy is contagious — it pushes you to be your best.”

She also finds deep fulfillment in working with public sector clients. “Helping [government] agencies deliver better outcomes for citizens is incredibly rewarding,” Rachel says. “It’s meaningful work that makes a real difference.”

Rachel’s Advice for Future Salesforce Sellers

For Rachel, success at Salesforce comes down to embracing opportunities and staying open to change. Her advice?

• Be a builder: “Look for roles where you can create, solve problems, and make a meaningful impact.”
• Leverage AI: “Get comfortable with AI tools — they’re here to make your work more efficient and impactful.”
• Focus on growth: “Know what motivates you and use that to guide your goals. Salesforce provides all the tools and support to help you succeed.”

Start Your Salesforce Journey Today

Rachel’s Salesforce story is a testament to what’s possible when you combine ambition, curiosity, and the right opportunities, and put them in the ideal place for sales professionals ready to make an impact.

Explore open Public Sector sales roles today and start building your own success story.