Director, Sales Strategy & Analytics

Description The Experience

We are seeking a strategic, technically proficient leader who combines sales program management with strong analytical capabilities and executive communication. This role sits at the intersection of Sales Strategy, Sales Operations, and Sales Programs, translating business priorities and complex data into effective programs, reliable reporting, and compelling business and sales presentations.

You will own key analyses, dashboards, and executive materials that inform sales performance reviews, account prioritization, resource allocation, and pipeline generation. Working closely with sales leadership, Business Operations, Marketing, Enablement, Finance, and Business Development, you will connect insights to execution—from defining the business question and building the analysis to launching programs and measuring results.

What You’ll Actually Be Doing

• Build and own trusted Snowflake account datasets and recurring sales dashboards, integrating CRM, marketing automation, intent, web engagement, firmographic, product, and spend data, with clear metric definitions, documented lineage, and quality checks.
• Develop, validate, and refine account scoring and segmentation models against closed-won outcomes and pipeline conversion, turning them into prioritized account lists and targeting recommendations for sellers and BDRs.
• Design and scale sales programs across Enterprise, Commercial, and Small and Medium Business, partnering with Sales Programs, Enablement, and Marketing to launch pipeline generation initiatives, measure adoption and conversion, and close gaps in seller productivity.
• Model coverage and resource scenarios (including BDR expansion), support territory planning, forecasting, and compensation and crediting reporting, and use AI and automation to speed up reporting and deliver insights in seller workflows, while owning executive business review decks and presenting recommendations to sales leaders.

You’re Our Person If...

• 6+ years of experience in sales strategy, sales or revenue operations, business operations, analytics, or consulting, with demonstrated impact on sales performance and program execution.
• Advanced SQL proficiency and hands-on Snowflake experience, including building and maintaining data models and production tables for reliable analysis and reporting at scale.
• Practical experience applying AI tools, large language models, or agents to improve analysis and automate business workflows, with the ability to evaluate output quality.
• Experience developing account scoring, segmentation, or propensity models and evaluating their effectiveness against business outcomes.
• Strong understanding of Salesforce data, including account hierarchies, pipeline, and opportunities, with familiarity across marketing automation and intent data sources.
• Proficiency in business intelligence tools such as Tableau or CRM Analytics, advanced Excel or Google Sheets skills, and the ability to build clear, decision-oriented dashboards.
• Demonstrated ability to lead cross-functional programs, structure ambiguous problems, manage multiple priorities, and carry initiatives from analysis through implementation and measurement.
• Excellent written, verbal, and visual communication skills, including experience creating polished executive and sales decks in PowerPoint or Google Slides and presenting recommendations to senior leaders.

Even Better If...

• Python or another scripting language for data analysis and automation; experience working with large datasets.
• Experience with sales compensation, crediting, attribution, and reconciliation processes.
• Experience designing or managing pipeline generation programs, sales plays, or business and sales development initiatives.
• Experience in a high-growth software-as-a-service company or a large enterprise sales organization.
• Relevant degree or equivalent practical experience, evaluated against the core competencies of the role.

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.