Director, Sales Strategy

Description 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.

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. 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.