Director, Sales Strategy

salesforce.com, inc.; Chicago (IL); On-site; USD 171,000 - 273,000; Full time

Job summary

Salesforce, based in Chicago, seeks a senior operations leader to shape GTM strategy for Regulated Industries. You will align Sales, Finance, Marketing, and Operations to deliver actionable plans and sustainable growth.

You will drive forecast rigor, build executive dashboards, and guide cross-functional initiatives that transform complex, matrixed organizations. This role emphasizes execution and leadership across senior stakeholders.

Qualifications

• 10+ years in management consulting or sales strategy within a SaaS/high-growth environment.
• Proven experience as a 2nd line People Manager.
• Ability to advise and influence EVP-level and C-suite executives.
• Deep understanding of enterprise software sales models, product-led growth, and consumption-based models.
• Strong quantitative analysis and financial modeling skills; proficient in Excel/Sheets.
• Track record of developing and executing GTM strategies in matrixed orgs.
• Excellent storytelling skills for executive stakeholders.
• Experience driving large-scale business transformation and organizational change.

Responsibilities

• GTM Strategy & Planning: translate vision into executable GTM plans and territory design.
• Rhythm of Business: drive forecast management and inspect pipeline health.
• Business Analytics: build dashboards and run analyses for leadership decisions.
• Cross-Functional Execution: drive long-term transformational initiatives.

Skills

10+ years exp

People manager

Executive influence

Enterprise sales

Analytical rigor

Strategic execution

Storytelling

Change mgmt

Education

MBA or equivalent

Tools

Tableau

CRM Analytics

SQL

Job description

To get the best candidate experience, please consider applying for a maximum of 3 roles within 12 months to ensure you are not duplicating efforts.

Job Category

Operations

Job Details

About Salesforce

Salesforce is the #1 AI CRM, where humans with agents drive customer success together. Here, ambition meets action. Tech meets trust. And innovation isn't a buzzword - it's a way of life. The world of work as we know it is changing and we're looking for Trailblazers who are passionate about bettering business and the world through AI, driving innovation, and keeping Salesforce's core values at the heart of it all.

Ready to level-up your career at the company leading workforce transformation in the agentic era? You're in the right place! Agentforce is the future of AI, and you are the future of Salesforce.

The Sales Strategy team for Regulated Industries is a high-performance group of trusted advisors embedded with senior leaders to drive strategic clarity and sustainable growth. In this role, you will sit at the intersection of strategy and execution, connecting dots across Sales, Finance, Marketing, and Operations. You are equally comfortable presenting in the boardroom as you are unblocking processes or re-engineering a territory model.

For the best candidate experience, please consider applying - or referring the same person - to a maximum of 3 roles within a 12-month period.

Responsibilities

• GTM Strategy & Planning: Act as a trusted co-pilot to the Regulated Industries VP of Strategy and the COO, translating vision into executable GTM plans, including account segmentation, resource allocation, quota setting, and territory design.
• Rhythm of Business: Drive forecast management excellence to ensure sustained, predictable growth; coordinate weekly forecast calls and rigorously inspect pipeline health.
• Business Analytics: Provide the analytical bedrock for leadership decisions by building dashboards and reports that track key performance metrics and running ad-hoc analyses to diagnose business health.
• Cross-Functional Execution: Navigate organizational complexity to drive execution of long-term transformational initiatives.

Required Qualifications

• Proven Experience: 10+ years in management consulting, sales strategy, or business operations within a SaaS or high-growth environment.
• Leadership: Proven experience as a 2nd line People Manager.
• Executive Influence: Demonstrated ability to advise and influence EVP-level and C-suite executives.
  Domain Knowledge: Deep understanding of enterprise software sales models, product-led growth, and consumption-based business models.
• Analytical Rigor: Strong quantitative analysis and financial modeling skills, with advanced proficiency in Excel or Google Sheets.
• Strategic Execution: A track record of developing and executing GTM strategies within complex, matrixed organizations.
• Communication: Excellent storytelling skills, able to distill complex information into clear narratives for executive stakeholders.
• Change Management: Experience driving large-scale business transformation and organizational change initiatives.

Preferred Qualifications

• Platform Expertise: Salesforce (CRM) experience and proficiency with data visualization tools like Tableau or CRM Analytics.
• Market Expertise: Experience in Regulated Industries and an understanding of its specific business dynamics.
• Technical Skills: Experience with SQL (or equivalent database querying language) and Claude is a plus.
• Growth Strategies: Specific experience with consumption-based pricing models and usage-driven growth.
• Education: An MBA or equivalent advanced degree.
• Program Excellence: A track record of successful program execution in high-growth technology environments.

Unleash Your Potential

When you join Salesforce, you'll be limitless in all areas of your life. Our benefits and resources support you to find balance and be your best, and our AI agents accelerate your impact so you can do your best. Together, we'll bring the power of Agentforce to organizations of all sizes and deliver amazing experiences that customers love.

Accommodations

If you need a reasonable accommodation during the application or the recruiting process, please submit a request via this Accommodations Request Form.

Posting Statement

Know your rights: workplace discrimination is illegal.

Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment. What does that mean exactly? It means that at Salesforce, we believe in equality for all. And we believe we can lead the path to equality in part by creating a workplace that's inclusive, and free from discrimination. Any employee or potential employee will be assessed on the basis of merit, competence and qualifications - without regard to race, religion, color, national origin, sex, sexual orientation, gender expression or identity, transgender status, age, disability, veteran or marital status, political viewpoint, or other classifications protected by law. This policy applies to current and prospective employees, no matter where they are in their Salesforce employment journey. It also applies to recruiting, hiring, job assignment, compensation, promotion, benefits, training, assessment of job performance, discipline, termination, and everything in between. Recruiting, hiring, and promotion decisions at Salesforce are fair and based on merit. The same goes for compensation, benefits, promotions, transfers, reduction in workforce, recall, training, and education.

In the United States, compensation offered will be determined by factors such as location, job level, job-related knowledge, skills, and experience. Certain roles may be eligible for incentive compensation, equity, and benefits. Salesforce offers a variety of benefits to help you live well including: time off programs, medical, dental, vision, mental health support, paid parental leave, life and disability insurance, 401(k), and an employee stock purchasing program. More details about company benefits can be found at the following link: https://www.salesforcebenefits.com.Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, Salesforce will consider for employment qualified applicants with arrest and conviction records.At Salesforce, we believe in equitable compensation practices that reflect the dynamic nature of labor markets across various regions.The typical base salary range for this position is $171,200 - $273,000 annually. In select cities within the San Francisco and New York City metropolitan area, the base salary range for this role is $205,800 - $298,400 annually.The range represents base salary only, and does not include company bonus, incentive for sales roles, equity or benefits, as applicable.