Description

The Role:

As the Director of Consumption for Agentforce and D360, you will lead a team of 8–10 individual contributors focused on driving Net Consumed Revenue (NCR) and strategic value across a high-priority account base. This is a “start-up” inside of Salesforce: and you are key to building this business and team. You are a visionary people leader tasked with inspiring your team to deliver excellence while building the scalable frameworks necessary to drive consumption in high-volume accounts that have yet to realize their full potential.

Your Key Responsibilities:

• NCR Quota Attainment: Managing your territory and helping your team exceed their NCR targets by driving consumption in big bets and “top of the funnel” accounts

• Inspiring Leadership: Manage, coach, and inspire a high-performing team of Consumption Leads, focusing on their professional development and empowering them to own their business

• Scalable Programs: Build and deploy innovative, scalable programs with other stakeholders to drive credit usage and value across a high volume of accounts that currently lack active consumption

• Strategic Stakeholder Management: Establish and maintain deep, influential relationships with Core and Specialist Sales Leaders, Professional Services, and Product teams to drive use case expansion, improve product capabilities, and help us figure out consumption

• Consumption POV & Enablement: Own the Consumption point-of-view and lead enablement initiatives for your Operating Unit (OU), serving as the primary advocate for the business impact of Data360 and Agentforce.

• Expansion Strategy: Oversee the proactive discovery and pitching of new use cases, extending Data360 and Agentforce footprints across various Lines of Business (LOBs).

What you’ll achieve:

First 3 Months

• Team & Talent: Invest in understanding your team’s unique strengths to build personalized coaching plans that support their career growth and performance.

• Internal Networking: Establish foundational relationships with regional leadership across sales, pre-sales, and services to ensure consumption remains a top-of-mind priority.

• Product Fluency: Become fluent in Data360 and Agentforce positioning, competitive differentiation, and the upcoming product roadmap.

6–12 Months

• Operational Excellence: Own the forecasting, prioritization, and GTM growth plan via Consumption for your identified set of accounts.

• Strategic Partnership: Act as the "Voice of the Customer" in leadership meetings, partnering with regional sales leaders to ensure success during renewals and expansion.

• Measurable Impact: Deliver material ACV growth by guiding team strategy and resolving implementation challenges for high-stakes enterprise accounts.

Minimum Requirements:

• Proven track record of creating and inspiring high-performing teams in complex, fast-paced environments.

• Deep understanding of consumption-based business models and experience executing expansion strategies with Enterprise customers.

• Passionate about data + AI solutions and how they improve the way our customers (and their customers) experience the world

• A blend of technical know-how regarding data architecture and the ability to engage C-level executives in strategic business discussions.

• Data-driven approach to territory management and the ability to adapt to changing market requirements.

• Demonstrated ability to build strong, productive relationships with both internal stakeholders and external customer partners.