DSE Portfolio · Account Track · FY27
Tori Huber
Principal Solution Engineer, Salesforce — Five years cultivating the AAA federation, one relationship at a time.
Executive Summary
As a Principal Solution Engineer at Salesforce, I have spent five years as the architect of trust on AAA — the most complex federated insurance account in FINS. I have contributed to $44M+ in ACV and helped scale the account from $1M to ~$60M in annual order value across 20+ independently governed clubs with no mandated platform standards. I led the technical sale that brought Salesforce’s first FINS insurance Voice Agent to market — delivering 86% member containment and a $9M TCV pre-commit — and architected the AI engagement at ACE that resulted in 93% cost reduction on roadside calls. As one of four founding members of the Agentforce for Operations Tiger Team, I closed the first AFO deal in FINS and put the insurance use case on Salesforce’s external marketing site. My work has been on the world’s biggest stages: the 2023 Dreamforce Service Keynote and Campground booth; Dreamforce 2026, where I led the Agentic City booth (9,000+ badge scans, a visit from Salesforce’s COO) and co-moderated a featured panel alongside Deloitte and three ACG executives.
Built to Scale
I design for replication and scale from the start. Across 20+ independently governed clubs, every architecture I build, every asset I create, and every win I close is designed to transfer — so the next club starts where the last one finished, not from zero. The result: a single AI demo that seeded $5–7M in federation-wide pipeline, a membership architecture now scaling to five clubs, and a federated playbook targeting $100M AOV.
At the Frontier, By Choice
I’m genuinely passionate about new technology — not just learning what it does, but getting my hands on it, going deep, and understanding what it can actually do for customers before a playbook exists. That drive is how I was at the forefront of Voice AI, Agentforce, and AFO in FINS before any of them had a field guide. I don’t wait for the curriculum; I build fluency by building the thing — and then I build the curriculum for everyone else.
Trust Is the Architecture
I build trust from the dispatch floor, the call center, the tow truck. Going that deep into a customer’s business is how a credible SE becomes a trusted advisor, and in a 20-club federation with no single decision maker, that distinction is what makes federation-wide expansion possible. The depth of relationships I’ve built across AAA is what earns me executive access, C-suite sponsorship, and the kind of trust that scales from one club to twenty.
Building Communities That Last
Developing people and building community is core to how I operate. In WISE, I progressed from participant to committee member, supporting a mentorship program that pairs 50–60 people per cycle. At SWN@Home, I was part of the founding team that built the remote chapter from scratch and now serve as board Events Chair, driving the programming that creates belonging and career development across the chapter.