Director, Sales Strategy & Analytics

Salesforce•San Francisco, CA

About The Position

Salesforce is seeking a strategic, technically proficient leader who combines sales program management with strong analytical capabilities and executive communication. The role sits at the intersection of Sales Strategy, Sales Operations, and Sales Programs, translating business priorities and complex data into effective programs, reliable reporting, and compelling business and sales presentations. The Director will own analyses, dashboards, and executive materials that inform sales performance reviews, account prioritization, resource allocation, and pipeline generation. The role works closely with sales leadership, Business Operations, Marketing, Enablement, Finance, and Business Development to connect insights to execution—from defining business questions and building analyses to launching programs and measuring results.

Requirements

At least 6 years of experience in sales strategy, sales or revenue operations, business operations, analytics, or consulting, with demonstrated impact on sales performance and program execution.
Advanced SQL proficiency and hands-on Snowflake experience, including building and maintaining data models and production tables for reliable analysis and reporting at scale.
Practical experience using AI tools, large language models, or agents to improve analysis and automate business workflows, including evaluating output quality.
Experience developing account scoring, segmentation, or propensity models and evaluating their effectiveness against business outcomes.
Strong understanding of Salesforce data, including account hierarchies, pipeline, and opportunities, and familiarity with marketing automation and intent data sources.
Proficiency in business intelligence tools such as Tableau or CRM Analytics, advanced Excel or Google Sheets skills, and ability to build clear, decision-oriented dashboards.
Demonstrated ability to lead cross-functional programs, structure ambiguous problems, manage multiple priorities, and carry initiatives from analysis through implementation and measurement.
Excellent written, verbal, and visual communication skills, including creating polished executive and sales decks in PowerPoint or Google Slides and presenting recommendations to senior leaders.

Nice To Haves

Python or another scripting language for data analysis and automation; experience working with large datasets.
Experience with sales compensation, crediting, attribution, and reconciliation processes.
Experience designing or managing pipeline-generation programs, sales plays, or business and sales development initiatives.
Experience in a high-growth software-as-a-service company or a large enterprise sales organization.
Relevant degree or equivalent practical experience, evaluated against the core competencies of the role.

Responsibilities

Build and maintain trusted Snowflake account datasets and recurring sales dashboards that integrate CRM, marketing automation, intent, web engagement, firmographic, product, and spend data, with clear metric definitions, documented lineage, and quality checks.
Develop, validate, and refine account scoring and segmentation models using closed-won outcomes and pipeline conversion, and turn them into prioritized account lists and targeting recommendations for sellers and BDRs.
Design and scale sales programs across Enterprise, Commercial, and Small and Medium Business, partnering with Sales Programs, Enablement, and Marketing to launch pipeline-generation initiatives, measure adoption and conversion, and address seller-productivity gaps.
Model coverage and resource scenarios, including BDR expansion; support territory planning, forecasting, and compensation and crediting reporting; and use AI and automation to accelerate reporting and deliver insights in seller workflows.
Own executive business review decks and present recommendations to sales leaders.
Lead cross-functional initiatives from analysis through implementation and measurement.