Salesforce
Senior Analyst / Manager, Global GTM Strategy
Salesforce, Chicago, Illinois, United States, 60290
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. Agentforce is the future of AI, and you are the future of Salesforce.
In order to fuel the growth of our AI solutions, Salesforce is undergoing a significant transformation to optimize our GTM model to drive and scale customer value through consumption. We are seeking an experienced Sr. Analyst / Manager to join the Global GTM Strategy team and help fuel Salesforce’s long‑term growth.
You will help to define the next generation of Salesforce’s GTM model by working cross‑functionally to conduct current state analysis and develop models to unlock exponential growth in underpenetrated markets and segments, and accelerate Salesforce’s consumption transformation by shaping the company’s enterprise‑wide consumption strategy. Projects will include supporting strategic initiatives, multi‑product GTM design for AI and consumption‑based offerings, Sales coverage model development, market segmentation, pipeline analysis, performance measurement, and external research. Key deliverables will include robust analysis and the packaging of recommendations into presentation‑ready slide decks for executive leadership.
Responsibilities
Enterprise GTM Transformation: Perform analysis and discovery of current‑state sales processes, GTM models, and market opportunity through stakeholder interviews, data analysis, and external research; identify strengths, deficiencies, and strategic changes to increase sales growth, consumption, and/or improve bottom‑line efficiency
Consumption GTM Strategy: Design and evolve our consumption roles, responsibilities, and metrics—including the Consumption Seller role and Net Consumed Revenue as the north star metric.
Growth Initiatives: Support strategic revenue growth initiatives across the company, including accretive and efficient opportunities to expand into new markets, address new and emerging product needs, and enhance our data center strategy
Business Case Modeling: Develop models to identify top‑ and bottom‑line impact of proposed GTM initiatives in partnership with cross‑functional stakeholders
Leadership Presentations: Develop and deliver presentations on GTM strategic initiatives to cross‑functional stakeholders and leaders across the organization, and inform decisions on a regular basis
Multi‑Stakeholder Alignment: Partner with cross‑functional teams to develop and align on plans for GTM Transformation initiatives, and embed processes to ensure operational excellence during execution
Broad Relationship Building: Build strong relationships and influence a broad set of stakeholders across the company, including Sales, Customer Success, Partners, Professional Services, Finance, Product, and Business Technology
Basic Requirements
Experience: 2-6 years of experience in GTM/Sales strategy at a top strategy consulting firm or high‑growth SaaS company; exposure to B2B GTM strategy preferred
Education: BS/BA degree or equivalent experience
Values: Demonstrates the Salesforce values of Trust, Customer Success, Innovation, Equality, and Sustainability
Strategic Acumen & Analytical Skills: Strong data analysis and logical reasoning skills, with experience developing models and analyzing complex datasets using Excel and/or Tableau (SQL a plus but not required). Understands how to utilize analysis to identify business insights and form strategic, actionable recommendations for the business.
Executive Presentations & Influence: Strong presentation skills, with experience developing decks conveying actionable insights, and presenting to peers and leaders. Demonstrates high EQ and tact while influencing, negotiating, and navigating productively through conflict.
Managing Ambiguity: Ability to work effectively through a high degree of change, demonstrating consistent ability to prioritize, cut through noise, and execute through ambiguity. Comfortable working with limited information and asking questions.
Dynamic Environment Aptitude: Self‑starter who independently seeks new opportunities, drives work independently with minimum supervision. Is consistently accurate and delivers high‑quality work in fast‑paced dynamic environments. Demonstrates grit in the face of challenges and knows how to effectively use resources to achieve goals.
Collaboration & Teaming: A natural collaborator who can build strong relationships across the organization and within the team. Takes ownership, inspires others, is humble and authentic, expresses gratitude, and fosters trust.
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. We are committed to equality for all and to creating an inclusive workplace free from discrimination. Recruiting, hiring, and promotion decisions at Salesforce are fair and based on merit.
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In order to fuel the growth of our AI solutions, Salesforce is undergoing a significant transformation to optimize our GTM model to drive and scale customer value through consumption. We are seeking an experienced Sr. Analyst / Manager to join the Global GTM Strategy team and help fuel Salesforce’s long‑term growth.
You will help to define the next generation of Salesforce’s GTM model by working cross‑functionally to conduct current state analysis and develop models to unlock exponential growth in underpenetrated markets and segments, and accelerate Salesforce’s consumption transformation by shaping the company’s enterprise‑wide consumption strategy. Projects will include supporting strategic initiatives, multi‑product GTM design for AI and consumption‑based offerings, Sales coverage model development, market segmentation, pipeline analysis, performance measurement, and external research. Key deliverables will include robust analysis and the packaging of recommendations into presentation‑ready slide decks for executive leadership.
Responsibilities
Enterprise GTM Transformation: Perform analysis and discovery of current‑state sales processes, GTM models, and market opportunity through stakeholder interviews, data analysis, and external research; identify strengths, deficiencies, and strategic changes to increase sales growth, consumption, and/or improve bottom‑line efficiency
Consumption GTM Strategy: Design and evolve our consumption roles, responsibilities, and metrics—including the Consumption Seller role and Net Consumed Revenue as the north star metric.
Growth Initiatives: Support strategic revenue growth initiatives across the company, including accretive and efficient opportunities to expand into new markets, address new and emerging product needs, and enhance our data center strategy
Business Case Modeling: Develop models to identify top‑ and bottom‑line impact of proposed GTM initiatives in partnership with cross‑functional stakeholders
Leadership Presentations: Develop and deliver presentations on GTM strategic initiatives to cross‑functional stakeholders and leaders across the organization, and inform decisions on a regular basis
Multi‑Stakeholder Alignment: Partner with cross‑functional teams to develop and align on plans for GTM Transformation initiatives, and embed processes to ensure operational excellence during execution
Broad Relationship Building: Build strong relationships and influence a broad set of stakeholders across the company, including Sales, Customer Success, Partners, Professional Services, Finance, Product, and Business Technology
Basic Requirements
Experience: 2-6 years of experience in GTM/Sales strategy at a top strategy consulting firm or high‑growth SaaS company; exposure to B2B GTM strategy preferred
Education: BS/BA degree or equivalent experience
Values: Demonstrates the Salesforce values of Trust, Customer Success, Innovation, Equality, and Sustainability
Strategic Acumen & Analytical Skills: Strong data analysis and logical reasoning skills, with experience developing models and analyzing complex datasets using Excel and/or Tableau (SQL a plus but not required). Understands how to utilize analysis to identify business insights and form strategic, actionable recommendations for the business.
Executive Presentations & Influence: Strong presentation skills, with experience developing decks conveying actionable insights, and presenting to peers and leaders. Demonstrates high EQ and tact while influencing, negotiating, and navigating productively through conflict.
Managing Ambiguity: Ability to work effectively through a high degree of change, demonstrating consistent ability to prioritize, cut through noise, and execute through ambiguity. Comfortable working with limited information and asking questions.
Dynamic Environment Aptitude: Self‑starter who independently seeks new opportunities, drives work independently with minimum supervision. Is consistently accurate and delivers high‑quality work in fast‑paced dynamic environments. Demonstrates grit in the face of challenges and knows how to effectively use resources to achieve goals.
Collaboration & Teaming: A natural collaborator who can build strong relationships across the organization and within the team. Takes ownership, inspires others, is humble and authentic, expresses gratitude, and fosters trust.
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. We are committed to equality for all and to creating an inclusive workplace free from discrimination. Recruiting, hiring, and promotion decisions at Salesforce are fair and based on merit.
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