Sr. Director, Strategic Industry Advisors

To get the best candidate experience, please consider applying for a maximum of 3 roles within 12 months to ensure you are not duplicating efforts.

Job Category

Job Details

About Salesforce

Salesforce is the #1 AI CRM, where humans with agents drive customer success together. Here, ambition meets action. Tech meets trust. And innovation isn't a buzzword - it's a way of life. The world of work as we know it is changing and we're looking for Trailblazers who are passionate about bettering business and the world through AI, driving innovation, and keeping Salesforce's core values at the heart of it all.

Ready to level-up your career at the company leading workforce transformation in the agentic era? You're in the right place! Agentforce is the future of AI, and you are the future of Salesforce.

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.

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%.

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

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

• 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.

• 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

• 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

• 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)

Unleash Your Potential

When you join Salesforce, you'll be limitless in all areas of your life. Our benefits and resources support you to find balance and be your best, and our AI agents accelerate your impact so you can do your best. Together, we'll bring the power of Agentforce to organizations of all sizes and deliver amazing experiences that customers love. Apply today to not only shape the future - but to redefine what's possible - for yourself, for AI, and the world.

Accommodations

If you need a reasonable accommodation during the application or the recruiting process, please submit a request via this Accommodations Request Form.

Please note that Salesforce uses artificial intelligence (AI) tools to help our recruiters assess and evaluate candidates' resumes and qualifications throughout the recruiting process. Humans will always make any candidate selection and hiring decisions. Please see our Candidate Privacy Statement for more information about how we use your personal data and your rights, including with regard to use of AI tools and opt out options.

Posting Statement

Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment. What does that mean exactly? It means that at Salesforce, we believe in equality for all. And we believe we can lead the path to equality in part by creating a workplace that's inclusive, and free from discrimination. Know your rights: workplace discrimination is illegal. Any employee or potential employee will be assessed on the basis of merit, competence and qualifications - without regard to race, religion, color, national origin, sex, sexual orientation, gender expression or identity, transgender status, age, disability, veteran or marital status, political viewpoint, or other classifications protected by law. This policy applies to current and prospective employees, no matter where they are in their Salesforce employment journey. It also applies to recruiting, hiring, job assignment, compensation, promotion, benefits, training, assessment of job performance, discipline, termination, and everything in between. Recruiting, hiring, and promotion decisions at Salesforce are fair and based on merit. The same goes for compensation, benefits, promotions, transfers, reduction in workforce, recall, training, and education.