Senior Director, Global Distribution M&A

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About Salesforce

We’re Salesforce, the Customer Company, inspiring the future of business with AI+ Data +CRM. Leading with our core values, we help companies across every industry blaze new trails and connect with customers in a whole new way. And, we empower you to be a Trailblazer, too — driving your performance and career growth, charting new paths, and improving the state of the world. If you believe in business as the greatest platform for change and in companies doing well and doing good – you’ve come to the right place.

We are seeking a someone to lead the Global Distribution M&A team overseeing the full M&A lifecycle for Sales and Post-Sales for all active acquisitions. The role will work closely with senior executives to set the vision and path for M&A across our GTM functions to support the next phase of Salesforce’s growth to 50Bn in revenue.

Given the cross-functional nature of this role it requires an exceptional leader with a proven track record in building and leading high-performing teams, astute product go-to-market instincts, the ability to partner and influence at the highest levels of the organization, and leading teams to successfully achieve critical outcomes across a multi-product, multi-billion dollar revenue acquisition portfolio.

Responsibilities:
 

• Build and lead the Distribution M&A team under Global GTM Strategy. This includes building and leading the team, overseeing the M&A lifecycle across Sales and Post Sales for all active acquisitions, partnering cross-functionally to set the vision and path for M&A to support the next phase of Salesforce’s growth, and leading teams to execute successfully to achieve critical outcomes across every phase of the acquisition lifecycle.
• Build trusted relationships with executives across the Sales and Post Sales, drive critical outcomes across a multi-product, multi-billion dollar revenue acquisition portfolio, including aligning on go-to-market true north, and key priorities.
• Apply sound business rationale, distill key priorities, and influence cross-functionally at all levels of the Sales, Professional Services, Success, Corporate Development, Product, and extended GTM organization to move the business forward.
• Drive cohesive strategy and execution across Sales, Professional Services, and Success from pre-termsheet, diligence, integration plan, interim operations, and full integration
• Oversee the active acquisition portfolio for Sales and Post Sales across all phases of the acquisition lifecycle globally, including:
  • Partnering with Corporate Development to provide GTM perspective and alignment during pre and post term sheet evaluation and detailed diligence of potential acquisition targets
  • Leading GTM diligence for Sales and Post Sales; specifically driving alignment across acquisition revenue, bookings and resulting operating model assumptions
  • Aligning and bringing GTM perspective across GTM functions, Deal Executive Sponsor, and Corp Dev on distribution operating plan assumptions and integration plan to achieve acquisition goals
  • Partnering across Sales, Success, Professional Services, Finance, Product, Enablement, and extended GTM organizations to define the end-to-end GTM operating plan for each acquired company
  • Partnering with Sales, Professional Services, and Success leaders to drive achievement of GTM Operating Plan and integration goals
  • Establish and implement interim operations required to support the deal thesis and field in the first 6-12 months after close

Basic Requirements

• BS/BA degree or equivalent experience. MBA preferred.
• 10+ years of experience in a strategy and/or M&A capacity and a proven track record in building, leading, and managing high-performing teams
• Experience in roles that required driving business outcomes, often cross-functionally, across a multi-product portfolio in either an M&A, Strategy or Operations capacity
• Proven success in dealing with senior business executives at all levels with utmost confidentiality. Demonstrates high EQ, tact, diplomacy, and self-awareness.
• Proven ability to have courageous, difficult discussions, influence and negotiate, navigate productively through conflict, and lead cross-functionally at peer level and above to drive the business forward.
• Proven track record of demonstrating grit in the face of challenges and adversity, and ability to effectively lead cross-functional teams through a high degree of movement and change.
• Proven tr