Sales Strategy Senior Director

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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.

About the Role

Salesforce is at a defining moment in the AI era — and Agentforce Workflow Automation is leading the charge. We are looking for a visionary Senior Director, Sales Strategy & Business Operations (Individual Contributor) to shape the long-term strategic direction of our go-to-market motion and define how we win in the enterprise workflow automation space.

This principal leader will sit at the intersection of market intelligence, GTM planning, and revenue strategy — serving as a Trusted Advisor to the CRO and a strategic integrator across Sales, Product, Finance, and Marketing. As a high-impact individual contributor, you will drive monumental strategic shifts through deep analytical rigor, enterprise expertise, and cross-functional influence rather than headcount management. The right candidate understands that this is not a traditional software sale: Agentforce asks enterprise customers to transform how they operate, and our commercial strategy must reflect that. This role also carries an embedded Chief of Staff function to the CRO.

What You'll Do

GTM Vision & Sales Strategy

• Define and drive the go-to-market strategy for Agentforce Workflow Automation — including market segmentation, buyer entry points, coverage model, and vertical prioritization — with a clear-eyed view of what it takes to sell enterprise operational transformation rather than a traditional software product.

• Partner with Sales, Product, and Marketing leadership to architect territory strategy, capacity models, and performance targets across the sales organization.

• Design the overlay and specialist team frameworks — role structure, account assignment, and rules of engagement — to drive effective co-sell execution alongside the broader Salesforce field.

• Identify areas of strategic weakness and develop focused, actionable plans to address them — moving quickly and decisively as an independent force in a high-performing environment.

Market Intelligence & Competitive Positioning

• Conduct rigorous market analysis including TAM/SAM/SOM sizing, competitive positioning, whitespace and propensity-to-buy assessment, and ICP definition for enterprise operational and supply chain buyers — in deep partnership with Product Marketing.

• Synthesize market signals, competitive intelligence, and cross-functional customer insights into strategic recommendations that inform GTM pivots, product direction, and partnership strategy.

Strategic Analytics & Executive Communication

• Define the KPI framework and forecasting methodology that give leadership an accurate, real-time view of business performance — partnering with Finance and Operations on cadence and accountability.

• Develop and deliver executive presentations for the CRO, division leadership, and Salesforce C-suite including Board readouts, QBR packages, and strategic planning materials.

Chief of Staff & Cross-Functional Influence

• Serve as Chief of Staff to the CRO — acting as an executive proxy in cross-functional forums and ensuring strategic priorities are translated into operational plans with clear ownership and accountability across matrixed teams.

• Partner across Finance, Product, Marketing, and Customer Success to align on revenue priorities, inform investment decisions, and drive the divisional operating rhythm.

• Advise the CRO on optimal organizational mechanics and strategic scaling opportunities as the division expands.

What We're Looking For

• 10+ years in sales strategy, GTM strategy, or go-to-market execution within enterprise SaaS or high-growth technology.

• Deep expertise in enterprise business transformation — understanding what it takes for large organizations to change how they operate and how to build commercial strategies around that reality.

• Proven track record of architecting GTM strategies for new products or market motions, including coverage models and incentive frameworks that translate corporate strategy into field execution.

• Masterful strategic and quantitative thinker — able to independently synthesize complex market and business data into crisp, actionable recommendations for senior leadership.

• Exceptional executive communication and storytelling skills, with extensive experience presenting directly to C-suite and Board-level audiences.

• Expertise navigating and influencing a highly matrixed organization without direct authority, establishing credibility with cross-functional peers in Finance, Product, Marketing, and CS.

• Collaborative and low-ego, with the executive presence, autonomy, and judgment to act decisively on behalf of senior leadership. Thrives in ambiguity and moves with conviction.

Preferred Qualifications

• Experience operating as a high-impact Principal, Advisor, or Individual Contributor advising VP+ executives in a tier-one tech environment or elite management consultancy.

• Background in supply chain, manufacturing, logistics, or adjacent operational technology.

• Familiarity with Salesforce products including Agentforce, Sales Cloud, and Tableau.

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. Apply today to not only shape the future — but to redefine what’s possible — for yourself, for AI, and the world.

Accommodations

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

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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 $191,100 - $320,600 annually. The range represents base salary only, and does not include company bonus, incentive for sales roles, equity or benefits, as applicable.