Description

Department Description

Reporting to the SVP PACE Business Value, Architects, Industry Specialists, the Strategic Industry Advisors team is a key part of the PACE Operating Unit. We bring together Industry Advisors and Strategic Pursuits to help Salesforce win complex, executive-level deals and evolve the PACE customer motion to meet rapidly changing needs.

As customers grapple with AI, data, and platform decisions, delaying large tech investments due to confusion and risk, we strengthen the strategic advisory motion with deep experience, fresh insights, and an innovative approach. We bring the customer and industry lens to everything we do, positioning Salesforce as a thought leader and strategic partner across PACE.

Role Description

We are seeking a dynamic, visionary leader to become the Senior Director, Strategic Industry Advisors, leading two highly specialized teams:

Industry Advisors: focused on industry expertise across Manufacturing, Automotive, Energy & Utilities, and Retail & Consumer Goods
Strategic Pursuits: focused on the most complex and high-impact deals, driving enterprise-level strategy and executive engagement

Together, these teams compound their impact in four ways:

Strengthen CCR: align CxO priorities to concrete outcomes, accelerating and de-risking large pursuits
Multiply pattern recognition: turn cross-industry themes into POVs that drive exec-level messaging at scale
Evolve customer engagement: scale new plays that build customer confidence to invest
Scale capability lift: help more account teams run C-suite engagements and reduce IA/SP overlap

You will define strategy for the AMER market, build and mentor high-performing teams, and serve as a trusted advisor to C-suite executives at our most strategic accounts.

The ideal candidate brings deep PACE sector expertise, proven strategic leadership, and the ability to orchestrate cross-functional teams in a fast-paced, matrixed environment. Travel up to 50%.

Teams Led

Industry Advisors

Role: Specialists

The Industry Advisors team delivers credibility and expertise at high volume, elevating customer conversations and field acumen across the ICE ecosystem.

Team Metrics: $15M+ influenced NNAOV per IA, 40+ customer meetings per IA per quarter, 2 scaled assets/quarter

Strategic Pursuits

Role: Generalists

The Strategic Pursuits team delivers "big ideas" and executive narratives through a business consulting lens, shaping compelling value propositions and orchestrating transformative C-suite initiatives.

Team Metrics: $15M+ influenced NNAOV per Strategist, 10 thought leadership/thought expansion assets to be shared across PACE and broader

Core Responsibilities

Vision & Strategy: Define the PACE OU industry go-to-market approach and develop roadmaps that drive customer success and Salesforce market leadership.
Industry Expertise: Bring a Salesforce-agnostic perspective on industry trends to elevate customer conversations and field acumen.
Strategic Deal Leadership: Lead Salesforce's most complex pursuits, shaping value propositions and transformative initiatives for C-suite executives.
Executive Engagement: Serve as a trusted advisor to senior leaders internally and at top customers through strategic workshops and compelling communication.
Account Strategy: Partner with sales teams to create customized solutions that address customers' biggest challenges.
Stakeholder Alignment: Align with PACE OU leaders and engage regional Sales, BVS, Marketing, Enterprise Architecture, and Solution Engineering teams.
Cross-Functional Orchestration: Inspire and align multi-disciplinary teams to execute against strategic priorities with a culture of collaboration and accountability.
Value Realization: Track key metrics and ensure strategic initiatives deliver measurable revenue growth, pipeline, and customer success.
Thought Leadership: Maintain deep industry knowledge and contribute to initiatives that enhance Salesforce's credibility in PACE sectors.
Team Leadership: Build, mentor, and retain two high-performing, geographically dispersed teams.

Success Criteria

Exceed PACE NNAOV targets each fiscal year
Strengthen CCR by aligning CxO priorities to concrete business outcomes
Successful adoption of industry clouds, exceeding ACV targets
Measurable pipeline and revenue growth through strategic pursuits
Accelerate and de-risk complex pursuits through executive sponsorship
Scale C-suite engagement capability across more account teams
High team engagement, retention, and performance

Minimum Requirements

15+ years in strategy, business development, management consulting, or senior industry roles focused on PACE sectors
Industry expertise working in, owning a P&L for, or implementing technology for one or more PACE sub-verticals
Proven track record of driving commercial growth through innovative strategies
Deep understanding of the PACE landscape: key players, market dynamics, regulations, and emerging technologies
Experience leading geographically dispersed, high-performing teams
Exceptional ability to build relationships and influence at the C-suite level, externally and across a matrixed organization
Strong business acumen and ability to develop strategic solutions and articulate their value
Demonstrated ability to work with ambiguity and solve complex customer challenges
Solid understanding of enterprise technology: SaaS, Cloud, and the Salesforce platform
Excellent communication skills; ability to create compelling executive presentations and facilitate strategic workshops
Strong analytical skills with the ability to translate data into actionable strategies
Proven ability to scale programs that improve productivity and cross-collaboration
Champion of Salesforce values; flexibility to travel up to 50% across time zones

Preferred Requirements

Leadership experience in a top consulting firm or strategic function within a PACE-sector company
Active membership in leading industry associations
Broad Salesforce technology skills
Experience leveraging data insights to drive resourcing strategy and measure initiative success
Experience with performance management processes for high-performing teams
Advanced degree (MBA or equivalent)
Located near a major Salesforce hub (San Francisco, New York, Chicago)

For roles in San Francisco and Los Angeles: Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, Salesforce will consider for employment qualified applicants with arrest and conviction records.

Sr. Director, Strategic Industry Advisors