Manager / Senior Manager, GTM Growth Strategy
Salesforce, Austin, TX, United States
Job Overview
We are seeking an experienced Manager / Sr. Manager to join the GTM Growth Strategy team and help fuel this long-term growth. You will partner with Sales leaders and cross-functional leaders to define, activate, and execute revenue-unlocking initiatives that catalyze growth beyond business as usual. This will involve conducting current state analysis, developing revenue models, and optimizing our GTM model to unlock growth in underpenetrated markets/segments and drive focus on our most impactful growth opportunities. Projects will include leading strategic programs and initiatives, multi-product GTM design for AI and consumption offerings, GTM framework development, market segmentation, pipeline analysis, performance measurement, and external research. Key deliverables will include robust analysis and the packaging of recommendations into presentation-ready slide decks for executive leadership.
We are looking for a “strategic doer” who thrives at the intersection of strategy and execution—you don't just analyze a problem; you drive it through to impact. You have the curiosity and initiative to turn complex data and cross-functional inputs into clear recommendations on highly impactful projects, balancing quantitative rigor with qualitative insight. You foster collaboration and bring others to the table, build coalitions and trust with cross-functional peers and leaders, demonstrate the value of our work, and secure the buy-in needed to turn recommendations into lasting impact. You will also clearly and confidently articulate recommendations to senior leadership. You are highly driven, organized, and thrive in a fast-paced environment.
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. 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.
Compensation & Benefits In the United States, compensation offered will be determined by factors such as location, job level, job-related knowledge, skills, and experience. Certain roles may be eligible for incentive compensation, equity, and benefits. Salesforce offers a variety of benefits to help you live well including: time off programs, medical, dental, vision, 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 https://www.salesforcebenefits.com. Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, Salesforce will consider for employment qualified applicants with arrest and conviction records. The typical base salary range for this position is $123,100 - $227,000 annually. In select cities within the San Francisco and New York City metropolitan area, the base salary range for this role is $147,400 - $247,900 annually. The range represents base salary only, and does not include company bonus, incentive for sales roles, equity or benefits, as applicable.
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.
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We are looking for a “strategic doer” who thrives at the intersection of strategy and execution—you don't just analyze a problem; you drive it through to impact. You have the curiosity and initiative to turn complex data and cross-functional inputs into clear recommendations on highly impactful projects, balancing quantitative rigor with qualitative insight. You foster collaboration and bring others to the table, build coalitions and trust with cross-functional peers and leaders, demonstrate the value of our work, and secure the buy-in needed to turn recommendations into lasting impact. You will also clearly and confidently articulate recommendations to senior leadership. You are highly driven, organized, and thrive in a fast-paced environment.
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. 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.
Compensation & Benefits In the United States, compensation offered will be determined by factors such as location, job level, job-related knowledge, skills, and experience. Certain roles may be eligible for incentive compensation, equity, and benefits. Salesforce offers a variety of benefits to help you live well including: time off programs, medical, dental, vision, 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 https://www.salesforcebenefits.com. Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, Salesforce will consider for employment qualified applicants with arrest and conviction records. The typical base salary range for this position is $123,100 - $227,000 annually. In select cities within the San Francisco and New York City metropolitan area, the base salary range for this role is $147,400 - $247,900 annually. The range represents base salary only, and does not include company bonus, incentive for sales roles, equity or benefits, as applicable.
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.
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