Startup Sales Strategy Manager

Launchpad — our startups program — is growing, and with that growth comes the need to build the operational foundation that makes everything else possible. This is a high-impact, infrastructure-building role that sits at the intersection of strategy, data, and operations. You will work directly with the Head of Startups and collaborate closely with the broader Sales Strategy and Launchpad teams to design, build, and scale the systems, processes, and artifacts that power Launchpad's go-to-market motion. This is not a role for someone who wants to be handed a playbook. You'll be creating the playbook. You'll connect the dots between territory planning, forecasting dashboards, business plans, deal tracking, and GTM strategy — ensuring that the decisions we make in one area are reflected correctly across all others. You'll bring both operational rigor and strategic curiosity, and you'll embrace AI-native, agent-first ways of working to build processes that are efficient and scalable from day one. If you're someone who thrives in ambiguity, loves building structure from scratch, and wants to grow into a strategic leader — this is your role. Responsibilities Operational Infrastructure & Process Design Build the foundational SOPs, governance frameworks, and operational systems for the Launchpad team. Own and streamline key operational processes currently distributed across the team—including deal tagging, SDR program process management, territory management, and data workflows. Own the tracking and reporting of team ACV attainment and target status, partnering with leadership to ensure accuracy in compensation modeling and performance metrics. Identify inefficiencies and redesign processes to be scalable, AI-native, and agent-friendly. Ensure that team processes connect coherently—so territory maps, forecasting dashboards, business plans, and GTM strategies reflect one consistent source of truth. Own the design and maintenance of Launchpad dashboards, including startup portfolio performance tracking, fundraising status monitoring, AOV reporting, and pipeline health. Build and manage a structured data architecture for our startup universe—connecting total addressable startup data to Launchpad portfolio data, cross-referenced with big bets, event relationships, and business plans. Partner with the Sales Strategy team to align Launchpad dashboards and reporting with the broader G4G planning cycle and Salesforce territory management standards. Use Salesforce CRM, Tableau, and related tools to produce reporting that drives real decisions—not just snapshots. Strategy Enablement & Storytelling Build and maintain core team artifacts: internal strategy decks, walking packs, first call decks, and business plans. Translate data and operational insights into compelling narratives for senior Salesforce leadership and PE/VC partners. Act as a thought partner to the Head of Startups on how operational decisions connect to the broader team strategy. Support the execution of the annual planning cycle in alignment with broader business cadence. Cross-Functional Collaboration Manage and evolve existing SDR program processes—building on established foundations to drive scale. Partner with the team on data collection, forecasting models, and territory mapping to ensure dashboards reflect ground truth. Work with the Launchpad team to connect marketing contacts, event data, and startup relationships into a coherent view of the ecosystem. Build strong working relationships across Sales Strategy, Finance, Marketing, and Operations to bring the best internal resources to the Launchpad team. Required Experience 5–8 years of experience in Sales Strategy, Sales Operations, Business Operations, Strategy & Operations, or a related field—ideally within enterprise tech or a high-growth environment. Deep familiarity with Salesforce CRM— including how territories, dashboards, reporting, and data structures connect and interact; understanding of G4G, territory management, and operational planning cycles. Strong data skills—ability to design and build dashboards, synthesize large datasets into actionable insights, and communicate findings clearly to senior stakeholders. Advanced analytics experience—Tableau, SQL, or similar strongly preferred. Exceptional storytelling and communication skills—you can turn complex operational data into a crisp, executive-ready narrative. Demonstrated experience building operational processes and SOPs from scratch, not just inheriting and maintaining existing ones. Strong program and project management skills with the ability to manage multiple workstreams across a distributed team. High tolerance for ambiguity; someone who can take directional strategy and translate it into concrete systems and execution plans. A growth mindset—someone who is actively thinking about how their operational work ladder up to strategic outcomes, and who wants to grow into a strategic leadership role over time. Self-starter with strong work ethic and leadership qualities aligned with Salesforce's core values. AI-curious and tool-forward—you default to asking “how can we make this scalable and automated?” before building something manually. Desired Experience Experience at a top-tier consulting firm, investment bank, or in a Sales Strategy/RevOps role at a fast-growing AI native startup. Familiarity with the venture capital or startup ecosystem—understanding of how VC firms operate, what portfolio company growth looks like, and how enterprise software fits in. Experience building internal enablement materials, training programs, or GTM infrastructure for sales teams. Degree in Economics, Finance, Business, Computer Science, or a related field from a strong institution. 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. 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 the following link: Equal Opportunity 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. #J-18808-Ljbffr Salesforce.Com Inc