Director of Deal Strategy & Commercial Operations, Salesforce

• BA/BS degree required
• Advanced degree strongly preferred (i.e., MBA or equivalent experience with complex deal or financing structures preferred)
• SaaS consulting experience desired
• 10+ years of enterprise software experience. Strongly preferred: CRM application experience, or experience related to sales, marketing, channel operations

Desirable

• The Director of Deal Strategy & Commercial Operations is a critical business leader responsible for identifying, operationalizing, and executing transformational revenue growth initiatives
• In this role, you will accelerate profitable, high-margin revenue by leading end-to-end business transformations—from Lead-to-Cash optimization to GTM pricing and packaging evolution. You will act as the strategic bridge between executive decision-makers and operational teams, collaborating across Sales, Product, Deal Desk, Legal, Sales Ops, RevRec, Finance, Marketing, Customer Success, Engineering, BizTech, and Operations
• The ideal candidate thrives in ambiguity, balances big-picture strategy with meticulous detail, and leverages cutting-edge technology—including AI—to scale operations and drive sustainable growth
• Lead Enterprise Programs: Serve as the business owner for major company-wide initiatives, including Lead-to-Cash transformations, pricing/packaging GTM changes, and governance controls
• Operational Efficiency & Scale: Streamline control processes, workflows, and systems to ensure accuracy, consistency, and speed across the deal lifecycle while safeguarding user experience and customer success
• Cross-Functional Alignment: Work closely with Product, BizTech, and Support teams to implement complex pricing changes and GTM models effectively
• AI-Driven Optimization: Identify and deploy AI tools, automation, and intelligent workflows to streamline deal approval flows, optimize pricing decisions, and remove friction from the sales cycle
• Process Innovation: Leverage modern technology and AI-assisted analytics to transform legacy operations into agile, scalable, and future-ready commercial processes
• Metrics & Analytics: Define, track, and monitor critical KPIs to measure program performance, assess pricing effectiveness, and surface optimization opportunities
• Executive Decision Support: Build compelling executive-level narratives using advanced data modeling (Tableau, SQL) to influence portfolio-level discounting, deal structuring, and long-term strategy
• Upward & Cross-Functional Influence: Act as a trusted advisor to executive leadership and matrixed teams, fostering strong alignment across functions with competing priorities
• End-to-End Ownership: Translate high-level strategic objectives into tactical execution plans, serving as a change agent who challenges the status quo and drives continuous improvement
• Continuous Improvement: Serve as change agent by identifying and communicating inefficiencies, devising solutions, stimulating and institutionalizing business process improvements