Description
About The Role
The Strategy, Programs & Enablement (SPE) function at Salesforce ANZ is chartered with architecting growth — translating global direction into regionally executable go-to-market strategy and activating our selling community to deliver differentiated customer outcomes.
We are seeking a Senior Director, Specialisation & Solutions Strategy Leader to sit at the centre of our growth engine.
This role is uniquely positioned between the GTM Strategy team and the Pipeline Programs team in our value chain. It serves as the connective tissue — translating insight into activation, strategy into motion, and specialisation excellence into measurable performance impact.
The successful candidate will partner closely with Specialist and Solutions Sales leadership to shape strategy, design operating rhythms, and bring differentiated selling motions to life. This is a highly visible, senior leadership role that requires gravitas, commercial depth, and the ability to influence across functions and levels.
Success in this role means:
Turning business insight into clear specialist priorities
Translating GTM strategy into actionable field activation
Driving clarity across segmentation, coverage, and performance metrics
Elevating specialist excellence as a multiplier of Net New AOV and consumption growth
Operating as a trusted advisor to senior sales leaders
This is not a reporting role. It is a growth architecture role.
Key Responsibilities
1. Architect Specialist & Solution Growth Strategy
Partner with Specialist & Solutions Sales leadership to define regional priorities, coverage models, and growth levers that drive differentiated revenue outcomes.
2. Translate Strategy into Activation
Convert GTM direction into clear field motions, operating rhythms, and performance frameworks that mobilise the selling community.
3. Drive Performance & Commercial Rigor
Establish specialist scorecards, analyse performance trends, and implement structural improvements that accelerate NNAOV and consumption growth.
4. Connect the Value Chain
Serve as the strategic bridge between GTM Strategy and Pipeline Programs — ensuring cohesive execution from insight through to pipeline and revenue impact.
5. Lead & Elevate the Function
Build and develop a high-performing strategy team that operates as a proactive growth partner to the business.
Desired Skills & Experience
Experience in strategy, sales operations, consulting, or senior commercial roles
Deep understanding of enterprise SaaS sales models, overlay/specialist structures, and consumption-based growth motions
Demonstrated ability to architect go-to-market models and translate strategy into execution
Strong commercial acumen — ability to connect metrics to revenue outcomes
Exceptional problem structuring and critical thinking capability
Proven ability to influence senior stakeholders without direct authority
Experience navigating matrixed global organisations
High executive presence, strong communication and storytelling capability
Advanced analytical capability (Excel modeling required; experience with Tableau/BI tools a plus)
What We Value
We value leaders who:
Operate with ownership and accountability
Balance strategic thinking with pragmatic execution
Bring intellectual rigor and commercial instinct
Move from insight to action quickly
Build trust through clarity and transparency
Win as a team
This is a high-impact, high-visibility leadership role at the centre of ANZ’s growth journey. The right candidate will shape how our Specialist & Solutions business differentiates in market and will play a critical role in architecting the next phase of our regional trajectory.
At Salesforce we encourage applications from Aboriginal and Torres Strait Islander peoples. Salesforce Australia is committed to walking together with the Traditional Custodians of this land, Australia’s First Nations peoples, as we forge a path to reconciliation. Please see our Reconciliation Action Plan for more information.