Manager / Senior Manager, GTM Growth Strategy
Salesforce, Inc.., San Francisco, CA, United States
Responsibilities
GTM Growth & Optimization Initiatives:
Lead analysis and discovery of current-state sales performance, GTM models, and market opportunity through stakeholder interviews, data analysis, and external research; identify strengths, deficiencies, and strategic changes to increase sales growth and/or consumption, and improve productivity
Business Case Modeling:
Develop models to identify topline impact of proposed GTM initiatives in partnership with Sales leaders and cross-functional stakeholders
GTM Framework Development:
Develop new and reimagined frameworks to serve as a blueprint for long-term growth across specialization, Solutions, and acquisitions.
Market Expansion Initiatives:
Lead strategic market growth initiatives across the company, including accretive and efficient opportunities to expand into new markets, address new and emerging region-specific product needs, and enhance our data center strategy
Consumption GTM Strategy:
Design and evolve our consumption roles, responsibilities, and metrics—including the Customer Consumed Revenue as the north star metric.
Leadership Presentations:
Develop and deliver presentations on GTM strategic initiatives to cross-functional stakeholders and leaders across the organization, and inform decisions on a regular basis
Multi-Stakeholder Alignment:
Partner with cross-functional teams to develop and align on plans for GTM growth and optimization initiatives, and embed processes to ensure operational excellence during execution
Broad Relationship Building:
Build strong relationships and influence a broad set of stakeholders across the company, including Sales, Customer Success, Partners, Professional Services, Finance, Product, and Business Technology
Basic Requirements
Experience:
4-8 years of experience in GTM/Sales strategy at a top strategy consulting firm or high-growth SaaS company; exposure to B2B GTM strategy preferred
Education:
BS/BA degree or equivalent experience; MBA preferred but not required
Strategic & Analytical Acumen:
Strong combination of strategic thinking and data analysis / logical reasoning skills, with experience developing models and analyzing complex datasets using
Excel
and/or
Tableau
( SQL
a plus but not required). Able to utilize analysis to identify business insights and form actionable recommendations.
Leadership & Influence:
Demonstrated experience leading and working with cross-functional leaders, often in a matrixed environment. Ability to influence and align executive and senior stakeholders, demonstrating high EQ and tact while influencing and navigating productively through conflict.
Managing Ambiguity:
Ability to lead effectively through a high degree of change, demonstrating consistent ability to prioritize, cut through noise, and execute through ambiguity. Comfortable working with limited information.
Communication Excellence:
Exceptional written, verbal, and presentation skills, including experience in leading high-level business discussions with senior leaders and developing executive-friendly decks conveying actionable insights.
Dynamic Environment Aptitude:
Self starter who independently seeks new opportunities, drives work independently with minimum supervision. Is consistently accurate and delivers high-quality work in fast-paced dynamic environments. Demonstrates grit in the face of challenges and knows how to effectively use resources to achieve goals.
Collaboration & Teaming:
A natural collaborator who can build strong relationships across the organization and within the team. Takes ownership, inspires others, is humble and authentic, expresses gratitude, and fosters trust.
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GTM Growth & Optimization Initiatives:
Lead analysis and discovery of current-state sales performance, GTM models, and market opportunity through stakeholder interviews, data analysis, and external research; identify strengths, deficiencies, and strategic changes to increase sales growth and/or consumption, and improve productivity
Business Case Modeling:
Develop models to identify topline impact of proposed GTM initiatives in partnership with Sales leaders and cross-functional stakeholders
GTM Framework Development:
Develop new and reimagined frameworks to serve as a blueprint for long-term growth across specialization, Solutions, and acquisitions.
Market Expansion Initiatives:
Lead strategic market growth initiatives across the company, including accretive and efficient opportunities to expand into new markets, address new and emerging region-specific product needs, and enhance our data center strategy
Consumption GTM Strategy:
Design and evolve our consumption roles, responsibilities, and metrics—including the Customer Consumed Revenue as the north star metric.
Leadership Presentations:
Develop and deliver presentations on GTM strategic initiatives to cross-functional stakeholders and leaders across the organization, and inform decisions on a regular basis
Multi-Stakeholder Alignment:
Partner with cross-functional teams to develop and align on plans for GTM growth and optimization initiatives, and embed processes to ensure operational excellence during execution
Broad Relationship Building:
Build strong relationships and influence a broad set of stakeholders across the company, including Sales, Customer Success, Partners, Professional Services, Finance, Product, and Business Technology
Basic Requirements
Experience:
4-8 years of experience in GTM/Sales strategy at a top strategy consulting firm or high-growth SaaS company; exposure to B2B GTM strategy preferred
Education:
BS/BA degree or equivalent experience; MBA preferred but not required
Strategic & Analytical Acumen:
Strong combination of strategic thinking and data analysis / logical reasoning skills, with experience developing models and analyzing complex datasets using
Excel
and/or
Tableau
( SQL
a plus but not required). Able to utilize analysis to identify business insights and form actionable recommendations.
Leadership & Influence:
Demonstrated experience leading and working with cross-functional leaders, often in a matrixed environment. Ability to influence and align executive and senior stakeholders, demonstrating high EQ and tact while influencing and navigating productively through conflict.
Managing Ambiguity:
Ability to lead effectively through a high degree of change, demonstrating consistent ability to prioritize, cut through noise, and execute through ambiguity. Comfortable working with limited information.
Communication Excellence:
Exceptional written, verbal, and presentation skills, including experience in leading high-level business discussions with senior leaders and developing executive-friendly decks conveying actionable insights.
Dynamic Environment Aptitude:
Self starter who independently seeks new opportunities, drives work independently with minimum supervision. Is consistently accurate and delivers high-quality work in fast-paced dynamic environments. Demonstrates grit in the face of challenges and knows how to effectively use resources to achieve goals.
Collaboration & Teaming:
A natural collaborator who can build strong relationships across the organization and within the team. Takes ownership, inspires others, is humble and authentic, expresses gratitude, and fosters trust.
#J-18808-Ljbffr