Summary

The Director, GTM Commerce and POS Solutions is a strategic go-to-market leader responsible for driving product adoption and market success for Salesforce's Commerce Cloud and POS portfolio. Reporting to the VP, GTM Commerce and POS Solutions, this role bridges product innovation and commercial execution by creating scalable GTM processes, enabling field teams, and representing Salesforce as a product expert to customers and partners. This position requires deep domain expertise in unified commerce, including POS, OMS, and ecommerce, with a strong understanding of B2B commerce, commerce platforms, and industry-specific solutions.

Key Responsibilities

Product Adoption & GTM Execution:

• Drive product adoption of Guided Shopping Agent and Retail Cloud POS through scalable GTM processes, tools, and enablement assets
• Develop and execute GTM strategies for new product launches, features, and pilot programs
• Build repeatable playbooks that accelerate time-to-value for customers

Pilot Program & Beta Management:

• Manage pilot and beta programs, coordinating across Product, Engineering, Sales, and Customer Success
• Gather and synthesize customer feedback to inform product roadmap and GTM strategy
• Track and report on pilot success metrics, adoption patterns, and lessons learned

Customer & Partner Engagement:

• Represent Salesforce as a product expert in customer interactions, roadmap presentations, industry events, and corporate forums
• Lead strategic customer meetings and demos with senior stakeholders
• Build relationships with key customers, partners, and system integrators

Field Enablement & Training:

• Deliver enablement content to SEs, AEs, CSMs, and the partner ecosystem
• Create and maintain sales tools, demo environments, competitive intel, and value messaging
• Conduct training sessions and office hours to build product fluency across global GTM teams

Voice of Customer & Market Intelligence:

• Feed strategic customer requirements into the Product team to influence roadmap
• Synthesize market trends, competitive movements, and customer needs
• Monitor competitive landscape and inform product strategy for product leadership

Pricing, Packaging & Licensing:

• Assist with pricing, packaging, and licensing strategy
• Collaborate with Product Management and Finance on pricing proposals for new offerings

Strategic Issue Resolution:

• Drive resolution of strategic customer escalations, coordinating cross-functional teams
• Serve as a trusted advisor to customers navigating complex implementation decisions

Qualifications

• 10+ years in product management, GTM, solutions engineering, or customer-facing technical roles
• Experience with product-led growth strategies, pilot/beta programs, and customer adoption frameworks
• Understanding of AI/ML applications in commerce, including agentic commerce and personalization
• Familiarity with APIs, system integration patterns, and modern commerce architectures
• Excellent executive-level presentation and communication skills
• Strong analytical and data-driven decision-making
• Proven ability to build scalable processes and enablement programs
• Self-starter with high ownership mentality; willingness to travel
• Up to 40% domestic/international travel required
• A related technical degree required

Preferred Qualifications

• Strong unified commerce background with deep expertise across POS, OMS, and ecommerce platforms
• B2B commerce knowledge (strong advantage)
• Understanding of platforms like Salesforce Commerce Cloud, Adobe Commerce, commerce tools, SAP Commerce
• Industry expertise in retail, consumer goods, or related verticals

What Success Looks Like

• Accelerated adoption rates for Guided Shopping Agent and POS solutions
• High-quality enablement assets that improve field team win rates
• Strong customer satisfaction from pilot and beta programs
• Measurable influence on product roadmap through customer/market insights
• Recognition as a trusted product expert by customers, partners, and internal stakeholders