Senior Manager / Director, Global GTM Strategy

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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.

In order to fuel the growth of our AI solutions, Salesforce is undergoing a significant transformation in how we drive and scale customer value through consumption. As the company pivots toward consumption-based growth models across key product lines—Agentforce, Data Cloud, MuleSoft, and Commerce—there is a critical need to define and operationalize the cross-functional GTM strategy that enables this shift.

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, tools. This role will accomplish this by addressing a strategic gap at the intersection of GTM design, sales strategy, cross-cloud alignment, and operational execution, and bridging teams across Sales, Success, Partners, Services, Finance, Product, and Systems to execute against complex, interdependent workstreams.

The ideal candidate is a strategic visionary with a strong bias for action, who thrives on driving clarity in ambiguity, working in a fast-paced environment, aligning cross-functional executive collaborators, and thinking globally and across the entire enterprise. You possess the ability to navigate a complex multi-product and multi-role environment in which end-to-end accountability for consumption is shared across multiple organizations — and excel at bringing it all together.

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 into future potential 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: Strong ability to think strategically, analyze complex pre-sales, sales, and post-sales dynamics, and translate insights into actionable consumption strategies
• Leadership & Influence: Demonstrated experience leading and working with cross-functional leaders, often in a matrixed environment. Ability to influence and align executive and senior stakeholders, demonstrating high EQ and tact while influencing and navigating productively through conflict.
• Managing Ambiguity: Ability to lead effectively through a high degree of change, demonstrating consistent ability to prioritize, cut through noise, and execute through ambiguity. Comfortable working with limited information.
• Communication Excellence: Exceptional written, verbal, and presentation skills, including experience in h