Director, Sales Strategy

Salesforce•Indianapolis, IN

2d•$171,200 - $273,000

About The Position

The Director, Sales Strategy will primarily lead business planning for Salesforce’s Sales Planning & Analysis team within the CRO Business Operations organization, while also supporting strategic initiatives related to planning, capacity, and productivity. The team owns business planning, headcount operations, and seller performance analysis for the global sales function. It helps Salesforce meet revenue and margin goals by setting growth targets, allocating resources to maximize return on investment, driving productivity, and managing headcount costs. The role leads a diverse team based in the United States and Europe and involves regular exposure to C-level executives, cross-functional collaboration, complex problem-solving, and high-impact strategic work. The Director will guide annual and ongoing sales-capacity planning, provide data-driven insights for executive decisions, and lead initiatives that improve business performance.

Requirements

At least 10 years of experience in sales strategy, business operations, finance, or management consulting.
At least 3 years of experience leading teams.
Advanced quantitative analysis skills, including experience building complex models in Google Sheets or Excel and using SQL.
Analytical rigor and attention to detail.
Hands-on experience with AI tools such as Claude Code, Claude Cowork, or Gemini.
Excellent written and verbal executive communication skills, including the ability to develop and present C-suite-ready content.
Proven ability to collaborate across stakeholders and influence without authority.
Intellectual curiosity, business acumen, and sound judgment.
Ability to manage significant ambiguity and change.

Responsibilities

Deliver annual growth and sales capacity targets, as well as planning guidelines, for Operating Units in collaboration with Finance, Product, Renewals, Employee Success (HR), and global Centers of Excellence.
Reprioritize and reallocate sales-capacity investment quarterly or monthly based on performance and market dynamics, aligning closely with Finance to meet growth and margin expectations.
Support executive decisions about organizational alignment or go-to-market changes with data-driven insights and an objective point of view.
Continuously improve target-setting and resource-allocation methodologies to meet evolving business needs.
Supply content or insights for quarterly executive cadences, including Board of Directors updates and quarterly business reviews with the CEO leadership team.
Lead strategic initiatives in areas such as seller productivity, capacity reporting, AI adoption, and business-performance deep dives.
Develop talent, strengthen team culture, and manage performance.