Director, Sales Strategy

Salesforce: The #1 AI CRM; San Francisco (CA); Hybrid; USD 180,000 - 300,000; Full time

Job summary

Salesforce is seeking a Director of Sales Strategy to lead planning, capacity, and performance analysis for the global sales organization. You will drive growth targets, optimize resource allocation, and provide strategic insights to executives across Finance, Product, and Renewals.

You will manage a diverse team across the US and Europe, collaborating with multiple stakeholders to influence without authority, and shape the future of AI-enabled sales processes at a market-leading CRM company.

Qualifications

• 10+ years in sales strategy, business operations, finance or management consulting.
• 3+ years leading teams.
• Advanced quantitative analysis skills (e.g. complex models in Google Sheets/Excel, SQL).

Responsibilities

• Deliver annual growth and sales capacity targets in collaboration with Finance, Product, Renewals, HR, and global Centers of Excellence.
• Reprioritize and reallocate sales capacity investment quarterly or monthly based on performance and market dynamics.
• Support executive decision-making on org alignment or GTM changes with data-driven insights and an objective POV.
• Continuously improve target setting and resource allocation methodologies.
• Supply content or insights for quarterly executive cadences, including Board updates and quarterly business reviews.
• Lead strategic initiatives in areas including seller productivity, capacity reporting, AI adoption, and business performance deep dives.
• Develop talent, strengthen team culture, and manage performance.

Skills

years of experience in sales strategy

team leadership

quantitative analysis

AI tools experience

executive communication

cross-functional collaboration

ambition and judgment

ability to manage ambiguity

Tools

Google Sheets

Excel

SQL

Job description

Director, Sales Strategy

Location: California - San Francisco, Illinois - Chicago, New York - New York, Indiana - Indianapolis

Remote Type: Office - Flexible

Time Type: Full time

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 Experience

The Sales Planning & Analysis team, part of the CRO Business Operations organization, owns business planning, headcount operations and seller performance analysis for the sales function globally. This high-performing, inclusive and empowered team enables the company to meet its revenue and margin goals by setting ambitious yet achievable growth targets, allocating resources to maximize ROI, driving productivity through accountability and controlling cost with rigorous headcount management.

In this role, you will primarily focus on business planning, while also supporting short-to-medium term strategic initiatives related to planning, capacity or productivity. You will lead a diverse team based in the US and Europe, helping them do their best work and grow their careers. Your work will involve regular exposure to C-level executives, close collaboration across functions, intellectually challenging problem-solving, and strategic business impact. You'll feel right at home if you enjoy work that's high visibility, high intensity, and high impact.

What You'll Actually Be Doing

• Deliver annual growth and sales capacity targets, as well as planning guidelines, for Operating Units, in collaboration with Finance, Product, Renewals, Employee Success (HR), and global Centers of Excellence
• Reprioritize and reallocate sales capacity investment quarterly (or monthly) based on performance and market dynamics, in close alignment with Finance, to meet growth and margin expectations
• Support executive decision‑making on org alignment or GTM changes with data driven insights and an objective POV
• Continuously improve target setting and resource allocation methodologies to meet evolving business needs
• Supply content or insights for quarterly executive cadences, including Board of Directors updates and quarterly business reviews with CEO leadership team
• Lead strategic initiatives in areas including (but not limited to) seller productivity, capacity reporting, AI adoption, and business performance deep dives
• Develop talent, strengthen team culture, and manage performance

You're Our Person If…

• 10+ years in sales strategy, business operations, finance or management consulting; 3+ years leading teams
• Advanced quantitative analysis skills (e.g. complex models in Google Sheets/Excel, SQL), analytical rigor and attention to detail
• Hands‑on experience with AI tools (e.g. Claude Code, Claude Cowork, Gemini)
• Excellent executive communication, written and verbal, with the ability to develop and present C‑suite ready content
• Proven ability to collaborate across many stakeholders and influence without authority
• Demonstrated intellectual curiosity, business acumen and judgement
• Capable of managing significant level of ambiguity and change

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.

Please note that Salesforce uses artificial intelligence (AI) tools to help our recruiters assess and evaluate candidates’ resumes and qualifications throughout the recruiting process. Humans will always make any candidate selection and hiring decisions. Please see our Candidate Privacy Statement for more information about how we use your personal data and your rights, including with regard to use of AI tools and opt out options.

Posting Statement

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. Know your rights: workplace discrimination is illegal.

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.