Salesforce Lead

Global Partners LP•Waltham, MA

3d•$136,200 - $204,200

About The Position

The Salesforce Lead is part of our Fuels Marketing department and serves as the embedded bridge between the commercial organization and IT, ensuring Salesforce and related tools directly enable revenue growth, margin optimization, and operational efficiency. This role translates business needs into scalable technology solutions, drives adoption across the sales organization, and ensures systems reflect real-time market dynamics (pricing, supply, customer activity). The focus is not IT ownership—but business outcomes enabled by technology. At Global Partners, business starts with people. Since 1933, we’ve believed in taking care of our customers, our guests, our communities, and each other—and that belief continues to guide us. The Global Spirit is how we work to fuel that long term commitment to success. As a Fortune 500 company with 90+ years of experience, we’re proud to fuel communities—responsibly and sustainably. We show up every day with grit, passion, and purpose—anticipating needs, building lasting relationships, and creating shared value.

Requirements

Bachelor’s in Business Administration, Finance, Marketing, Data Analytics or Economics required
7 - 12+ years in fuels, energy, or B2B commercial environment
Hands-on experience with Salesforce (Sales Cloud; CPQ a plus)
Strong understanding of fuels marketing dynamics (pricing, supply, logistics, customer structures)
Proven ability to translate business needs into clear processes, needs, deliverables for the Global Salesforce Product team to develop and implement necessary technical requirements
Experience working cross-functionally with IT, data, and commercial teams

Nice To Haves

CPQ a plus

Responsibilities

Act as the primary interface between Fuels Marketing and Global Partners' Salesforce Product team
Communicate commercial strategies and processes (pricing, customer segmentation, pipeline, retention) in a way that allows the Global Salesforce Product team to develop clear, actionable, and prioritized requirements
Ensure technology framework reflects and supports how the business actually operates (not theoretical workflows)
Contribute to the prioritization of enhancements for the Global Salesforce Product team based on ROI, speed, and business impact
Accountable for feedback and optimization guidance to the Global Salesforce Product team on the business outcomes delivered by Salesforce within Fuels Marketing (requirements, prioritization, adoption, outcomes)
Ensure accurate sales pipeline functional utilization by Fuels Marketing, collaboration on visibility, analysis, customer segmentation, and Salesforce activity tracking
Advocate for and collaborate on work to simplify workflows and enable speed and usability for the sales team
Drive standardization of data, reporting, and dashboards
Partners with Salesforce Product Manager on prioritization and roadmap alignment
Ensure the Global Salesforce Product team is building and optimizing Salesforce functionality that enables sales team to: Track opportunities and customer activity in real time, Improve win rates and shorten sales cycles, Increase purchases per customer with attention to cross selling opportunities, Increase customer value and retention, Support integration of pricing, supply, and margin visibility into sales workflows, Ensure tools align with “index is market” execution and real-world deal structures
Define and deliver fuels-specific core dashboards and KPIs: Customer counts by segment/product, Volume and margin performance, Pipeline health and conversion rates, Retention and churn indicators
Ensure “single source of truth” for commercial data – data is user-relevant, accurate, usable, and actionable
Translate data into actionable insights for leadership and sales teams
Partners with: Pricing / Trading (market data, margin visibility), Supply & Logistics (constraints, optionality), Credit & Risk (customer onboarding, limits), Customer Service (issue tracking, contract compliance, resolution loops), IT and DAI (ensure Salesforce integrates into broader operational workflows—not a standalone tool)
Drive adoption across sales teams—tools must be used, not just built
Facilitate training for FM teams on workflows, expectations, KPI’s and best practices
Continuously refine Salesforce user experience based on field feedback and business realities
Eliminate friction—focus on speed, simplicity, and usability
Be a fact-based advocate for Salesforce use and adherence to SOP’s – educate and create excitement around why this is the solution we need for our sales team
Identify gaps in current systems and evolving business needs
Lead iterative improvements (quick wins + longer-term strategic enhancements)
Stay aligned with evolving commercial strategy, JV requirements, and market conditions
Evaluate adjacent tools (AI, customer service platforms, analytics) where relevant