Director, Deal Strategy & Commercial Operations

Salesforce is the #1 AI CRM, where humans with agents drive customer success together. Here, ambition meets action, tech meets trust, and innovation is a way of life. The world of work 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.

About the role

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, RevRec, Finance, Marketing, Customer Success, Engineering, BizTech, 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.

Responsibilities

• Strategic Business Transformation & GTM Execution
  • 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, BizTech, and Support teams to implement complex pricing changes and GTM models effectively.
• AI Innovation & Modernization
  • 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.
• Data Storytelling & Performance Management
  • 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.
• Stakeholder Leadership & Continuous Improvement
  • 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: Identify and communicate inefficiencies, devise solutions, and institutionalize business process improvements.

Requirements

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

Skills

• Move fluidly from big picture to details to deliver complex cross-functional projects, often with tight deadlines.
• Ability to multi-task and quickly pivot between initiatives.
• Power to influence upwards and cross-functionally where stakeholders may have varying objectives.
• Executive deck building and storytelling experience.
• Thrive in a dynamic, fast-paced environment where you must take on multiple responsibilities and do what it takes to get things done.
• Energetic self-starter passionate about professional integrity and excellence with a positive attitude and contagious enthusiasm.
• Superior analytical background with strong problem-solving skills. Tableau and SQL experience desired.
• Outstanding organizational, communication, interpersonal, and relationship-building skills conducive to collaboration; able to work well in a cross-functional, matrix management environment.
• Capable of explaining concepts clearly and credibly across all levels of the organization.
• Aptitude to learn and leverage AI to drive efficiency and scale.
• Experience creating and analyzing key performance indicators and continually refining and optimizing adoption strategies based on data.
• Curious, persistent, patient, and resilient.

Benefits

Salesforce offers a variety of benefits to help you live well, including:

• Time off programs
• Medical, dental, vision, and mental health support
• Paid parental leave
• Life and disability insurance
• 401(k) and an employee stock purchasing program

More details about company benefits can be found at Salesforce Benefits.

Pay

The typical base salary range for this position is $164,000 - $261,500 annually. The range represents base salary only and does not include company bonus, incentive for sales roles, equity, or benefits, as applicable.