Revenue Cloud GTM Lead

Salesforce•Washington, DC

2d•Hybrid

About The Position

The Revenue Cloud Go-to-Market Practice Lead is a strategic individual contributor focused on combining technical and functional expertise to deliver exceptional sales and project support for customers and internal partners within the Revenue Cloud ecosystem (formerly Salesforce CPQ + Billing). This role balances pre-sales cycle support and enablement (75% of time) with hands-on involvement in strategic customer projects (25% of time). This individual plays a pivotal role in supporting Revenue Cloud sales teams, shaping and leading project teams, driving successful implementations, and ensuring that customers realize their goals. As a key figure in the Professional Services team, the Go-to-Market Practice Lead provides subject matter expertise on client needs, deal models, and proposed solutions, identifies and mitigates risk areas, and sees issues through to full resolution. With a hands-on approach, this role involves driving solutions while mentoring project teams to meet complex business and technical requirements. The Practice Lead also collaborates across the organization to develop client-specific proposals, staffing plans, and statements of work (SOWs). They champion best practices, develop shared assets, and align on global initiatives that propel the Revenue Cloud community forward.

Requirements

Experience with pre-sales and sales cycles, including scoping, budget estimation, and SOW construction.
Deep expertise in Salesforce Revenue Cloud (including Salesforce Billing) and relevant certifications.
Proven ability to gather and analyze Quote-to-Cash requirements, designing flexible, scalable solutions.
Strong analytical and problem-solving skills, coupled with the ability to work independently as a self-starter.
Proven ability to develop polished executive-facing presentations and proposals showcasing the value of Salesforce Professional Services and the Agentforce Revenue Management platform.

Nice To Haves

Passion: Dedicated to customer success and continuous improvement.
Beginner’s Mind: A lifelong learner who actively listens and approaches challenges with curiosity.
Strategic Thinking: Builds strong relationships and considers the bigger picture in every decision.
Storytelling & Communication: Effectively engages audiences, from team members to C-level executives, delivering compelling narratives that drive action.
Collaboration: Works seamlessly with teams across functions, fostering unity and shared purpose.
Adaptability: Thrives in uncertainty and excels in dynamic, fast-paced environments.
Community Advocacy: Actively contributes to the Revenue Cloud knowledge base, championing internal and external initiatives.
Multiplier: Amplifies the capabilities, productivity, and impact of others by fostering collaboration, empowering team members, and creating an environment where people can thrive and do their best work.

Responsibilities

Maintain a 75% contribution target to support Professional Services Revenue Cloud pre-sales cycles.
Align closely with Account and Services Sales teams, supporting pre-sales activities such as scoping, engagement planning, and staffing.
Translate customer needs into sales proposals, including resource models, budget and timeline estimates, and SOW construction.
Collaborate across Services, Support, Enablement, Alliances, and other internal teams to advance shared objectives and ensure alignment.
Contribute to the growth of the Revenue Cloud practice through knowledge sharing, community engagement, and thought leadership.
Spend approximately 25% of time as a billable individual contributor on strategic Professional Services customer engagements, leveraging deep Revenue Cloud expertise to advise implementations and contribute to solutions.
Support customer engagements to exceed goals, deliverables, and metrics while ensuring alignment with Revenue Cloud best practices.
Drive high client satisfaction (CSAT) by delivering measurable value in every engagement.
Serve as a trusted advisor to customers, acting as a proactive and prescriptive guide in navigating their Revenue Cloud journey.
Manage multiple strategic clients simultaneously, ensuring tight alignment with stakeholders and providing escalation support during implementations.
Drive collaboration across internal teams and stakeholders to create unified proposal strategies.
Mentor and empower team members, sharing expertise to scale capabilities and drive collective success.
Inspire individuals to do their best work, fostering an inclusive environment where every team member thrives.