Salesforce
Senior Manager / Director, Global GTM Strategy
Salesforce, Atlanta, Georgia, United States, 30383
Overview
We are seeking an experienced Sr. Manager / Director to accelerate Salesforce’s consumption transformation by shaping the company’s enterprise-wide Consumption Strategy across the spectrum of consumption roles, metrics, and tools. This role will bridge teams across Sales, Success, Partners, Services, Finance, Product, and Systems to execute complex, interdependent workstreams at scale. The ideal candidate is strategic, hands-on, and able to drive clarity in ambiguity while aligning cross-functional executive collaborators in a multi-product environment with end-to-end accountability for consumption.
Responsibilities
Enterprise GTM Transformation: Lead the design and evolution of consumption roles, responsibilities, and metrics—including the Consumption Seller role and NCR as the north star metric.
Multi-Stakeholder Alignment: Orchestrate decision-making across SVP+ stakeholders and ELT to drive alignment on GTM accountability, coverage models, compensation strategies, and role clarity.
Data & Systems Strategy: Drive business case development and technical requirements to support integrated consumption insights across tools such as the Consumption Calculator, Consumption Plan, and Deal Intent.
Field Execution & Adoption: Translate strategy into executable plans for field teams, including the launch and refinement of the Consumption Plan, and clear roles and responsibilities across jobs to be done by each customer-facing role.
Consumption Insights: Lead discovery of the current state consumption business through deep analysis of the business and stakeholder interviews; identify strengths and deficiencies, and key trends to inform recommendations for strategic changes to increase consumption growth.
Broad Relationship Building: Build strong relationships and influence a broad set of stakeholders across the company, including Sales, Success, Partners, Services, Finance, Product, and Systems.
Basic Requirements
Experience: 7+ years of experience in GTM/Sales Strategy or Product Strategy at a top strategy consulting firm or high-growth SaaS company; experience with B2B consumption models preferred
Education: BS/BA degree or equivalent experience
Strategic & Analytical Acumen: Ability to think strategically, analyze complex pre-sales, sales, and post-sales dynamics, and translate insights into actionable consumption strategies
Leadership & Influence: Experience leading and working with cross-functional leaders in a matrixed environment; ability to influence and align executive stakeholders with high EQ
Managing Ambiguity: Ability to lead through change, prioritize, and execute with limited information
Communication Excellence: Exceptional written, verbal, and presentation skills, including experience in high-level discussions with C-suite executives
Dynamic Environment Aptitude: Self-starter with energy and proven effectiveness in fast-paced environments; demonstrates grit and smart resource utilization
Collaboration & Teaming: Natural collaborator who builds strong relationships, takes ownership, inspires others, and fosters trust
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 require assistance due to a disability applying for open positions please submit a request via this Accommodations Request Form.
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.
For Colorado-based roles, the base salary hiring range for this position is $147,800 to $244,500.
For Washington-based roles, the base salary hiring range for this position is $162,600 to $268,900.
For California-based roles, the base salary hiring range for this position is $162,600 to $268,900.
For Illinois based roles, the base salary hiring range for this position is $162,600 to $268,900.
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Responsibilities
Enterprise GTM Transformation: Lead the design and evolution of consumption roles, responsibilities, and metrics—including the Consumption Seller role and NCR as the north star metric.
Multi-Stakeholder Alignment: Orchestrate decision-making across SVP+ stakeholders and ELT to drive alignment on GTM accountability, coverage models, compensation strategies, and role clarity.
Data & Systems Strategy: Drive business case development and technical requirements to support integrated consumption insights across tools such as the Consumption Calculator, Consumption Plan, and Deal Intent.
Field Execution & Adoption: Translate strategy into executable plans for field teams, including the launch and refinement of the Consumption Plan, and clear roles and responsibilities across jobs to be done by each customer-facing role.
Consumption Insights: Lead discovery of the current state consumption business through deep analysis of the business and stakeholder interviews; identify strengths and deficiencies, and key trends to inform recommendations for strategic changes to increase consumption growth.
Broad Relationship Building: Build strong relationships and influence a broad set of stakeholders across the company, including Sales, Success, Partners, Services, Finance, Product, and Systems.
Basic Requirements
Experience: 7+ years of experience in GTM/Sales Strategy or Product Strategy at a top strategy consulting firm or high-growth SaaS company; experience with B2B consumption models preferred
Education: BS/BA degree or equivalent experience
Strategic & Analytical Acumen: Ability to think strategically, analyze complex pre-sales, sales, and post-sales dynamics, and translate insights into actionable consumption strategies
Leadership & Influence: Experience leading and working with cross-functional leaders in a matrixed environment; ability to influence and align executive stakeholders with high EQ
Managing Ambiguity: Ability to lead through change, prioritize, and execute with limited information
Communication Excellence: Exceptional written, verbal, and presentation skills, including experience in high-level discussions with C-suite executives
Dynamic Environment Aptitude: Self-starter with energy and proven effectiveness in fast-paced environments; demonstrates grit and smart resource utilization
Collaboration & Teaming: Natural collaborator who builds strong relationships, takes ownership, inspires others, and fosters trust
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 require assistance due to a disability applying for open positions please submit a request via this Accommodations Request Form.
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.
For Colorado-based roles, the base salary hiring range for this position is $147,800 to $244,500.
For Washington-based roles, the base salary hiring range for this position is $162,600 to $268,900.
For California-based roles, the base salary hiring range for this position is $162,600 to $268,900.
For Illinois based roles, the base salary hiring range for this position is $162,600 to $268,900.
#J-18808-Ljbffr