Salesforce is at a defining moment in the AI era — and Agentforce Workflow Automation is leading the charge. We are looking for a visionary Senior Director, Sales Strategy & Business Operations (Individual Contributor) to shape the long-term strategic direction of our go-to-market motion and define how we win in the enterprise workflow automation space.
This principal leader will sit at the intersection of market intelligence, GTM planning, and revenue strategy — serving as a Trusted Advisor to the CRO and a strategic integrator across Sales, Product, Finance, and Marketing. As a high-impact individual contributor, you will drive monumental strategic shifts through deep analytical rigor, enterprise expertise, and cross-functional influence rather than headcount management. The right candidate understands that this is not a traditional software sale: Agentforce asks enterprise customers to transform how they operate, and our commercial strategy must reflect that. This role also carries an embedded Chief of Staff function to the CRO.
What Youll Do
GTM Vision & Sales Strategy
• Define and drive the go-to-market strategy for Agentforce Workflow Automation — including market segmentation, buyer entry points, coverage model, and vertical prioritization — with a clear-eyed view of what it takes to sell enterprise operational transformation rather than a traditional software product.
• Partner with Sales, Product, and Marketing leadership to architect territory strategy, capacity models, and performance targets across the sales organization.
• Design the overlay and specialist team frameworks — role structure, account assignment, and rules of engagement — to drive effective co-sell execution alongside the broader Salesforce field.
• Identify areas of strategic weakness and develop focused, actionable plans to address them — moving quickly and decisively as an independent force in a high-performing environment.
Market Intelligence & Competitive Positioning
• Conduct rigorous market analysis including TAM/SAM/SOM sizing, competitive positioning, whitespace and propensity-to-buy assessment, and ICP definition for enterprise operational and supply chain buyers — in deep partnership with Product Marketing.
• Synthesize market signals, competitive intelligence, and cross-functional customer insights into strategic recommendations that inform GTM pivots, product direction, and partnership strategy.
Strategic Analytics & Executive Communication
• Define the KPI framework and forecasting methodology that give leadership an accurate, real-time view of business performance — partnering with Finance and Operations on cadence and accountability.
• Develop and deliver executive presentations for the CRO, division leadership, and Salesforce C-suite including Board readouts, QBR packages, and strategic planning materials.
Chief of Staff & Cross-Functional Influence
• Serve as Chief of Staff to the CRO — acting as an executive proxy in cross-functional forums and ensuring strategic priorities are translated into operational plans with clear ownership and accountability across matrixed teams.
• Partner across Finance, Product, Marketing, and Customer Success to align on revenue priorities, inform investment decisions, and drive the divisional operating rhythm.
• Advise the CRO on optimal organizational mechanics and strategic scaling opportunities as the division expands.
What Were Looking For
• 10+ years in sales strategy, GTM strategy, or go-to-market execution within enterprise SaaS or high-growth technology.
• Deep expertise in enterprise business transformation — understanding what it takes for large organizations to change how they operate and how to build commercial strategies around that reality.
• Proven track record of architecting GTM strategies for new products or market motions, including coverage models and incentive frameworks that translate corporate strategy into field execution.
• Masterful strategic and quantitative thinker — able to independently synthesize complex market and business data into crisp, actionable recommendations for senior leadership.
• Exceptional executive communication and storytelling skills, with extensive experience presenting directly to C-suite and Board-level audiences.
• Expertise navigating and influencing a highly matrixed organization without direct authority, establishing credibility with cross-functional peers in Finance, Product, Marketing, and CS.
• Collaborative and low-ego, with the executive presence, autonomy, and judgment to act decisively on behalf of senior leadership. Thrives in ambiguity and moves with conviction.
Preferred Qualifications
• Experience operating as a high-impact Principal, Advisor, or Individual Contributor advising VP+ executives in a tier-one tech environment or elite management consultancy.
• Background in supply chain, manufacturing, logistics, or adjacent operational technology.
• Familiarity with Salesforce products including Agentforce, Sales Cloud, and Tableau.