Director, Deal Strategy & Commercial Operations

Job Category

Development & Strategy

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.

The Director of Deal Strategy & Commercial Operations is a critical business leader responsible for identifying, operationalizing, and executing transformational revenue growth initiatives. In this role, you will accelerate profitable, high-margin revenue by leading end-to-end business transformations-from Lead-to-Cash optimization to GTM pricing and packaging evolution. You will act as the strategic bridge between executive decision-makers and operational teams, collaborating across Sales, Product, Deal Desk, Legal, Sales Ops, Rev Rec, Finance, Marketing, Customer Success, Engineering, Biz Tech, and Operations.

The ideal candidate thrives in ambiguity, balances big-picture strategy with meticulous detail, and leverages cutting-edge technology-including AI-to scale operations and drive sustainable growth.

• Lead Enterprise Programs: Serve as the business owner for major company-wide initiatives, including Lead-to-Cash transformations, pricing/packaging GTM changes, and governance controls.
• Operational Efficiency & Scale: Streamline control processes, workflows, and systems to ensure accuracy, consistency, and speed across the deal lifecycle while safeguarding user experience and customer success.
• Cross-Functional Alignment: Work closely with Product, Biz Tech, and Support teams to implement complex pricing changes and GTM models effectively.

• AI-Driven Optimization: Identify and deploy AI tools, automation, and intelligent workflows to streamline deal approval flows, optimize pricing decisions, and remove friction from the sales cycle.
• Process Innovation: Leverage modern technology and AI-assisted analytics to transform legacy operations into agile, scalable, and future-ready commercial processes.

• Metrics & Analytics: Define, track, and monitor critical KPIs to measure program performance, assess pricing effectiveness, and surface optimization opportunities.
• Executive Decision Support: Build compelling executive-level narratives using advanced data modeling (Tableau, SQL) to influence portfolio-level discounting, deal structuring, and long-term strategy.

• Upward & Cross-Functional Influence: Act as a trusted advisor to executive leadership and matrixed teams, fostering strong alignment across functions with competing priorities.
• End-to-End Ownership: Translate high-level strategic objectives into tactical execution plans, serving as a change agent who challenges the status quo and drives continuous improvement.
• Continuous Improvement: Serve as change agent by identifying and communicating inefficiencies, devising solutions, stimulating and institutionalizing business process improvements.

• BA/BS degree required.
• Advanced degree strongly preferred (i.e., MBA or equivalent experience with complex deal or financing structures preferred).
• SaaS consulting experience desired
• 10+ years of enterprise software experience. Strongly preferred: CRM application experience, or experience related to sales, marketing, channel operations.

• Move fluidly from big picture to details in order to deliver complex cross-functional projects, often with tight deadlines. Multi-tasking and quickly pivoting between initiatives will be critical.
• Power to influence upwards and cross functionally where stakeholders can have varying…