Director/Senior Director, Consumption Practice (Next Gen Revenue Strategy)

To get the best candidate experience, please consider applying for a maximum of 3 roles within 12 months to ensure you are not duplicating efforts.Job CategoryOperationsJob DetailsAbout SalesforceSalesforce 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 ExperienceSalesforce is building the future of revenue strategy, and this role is at the center of it.The Next Gen Revenue Strategy pillar of Prospect To Cash (P2C) Strategy & Field Innovation owns the strategy and activation model for Salesforce's next-generation revenue motions. Today that starts with Net New Annual Order Value (NNAOV); the next frontier is consumption. We are looking for a senior leader to build and run the Consumption Practice, the team that will make CCR (Customer Consumed Revenue) a real, field-executable motion across P2C, the way our NNAOV Practice has done for Net New Annual Order Value.This is a build role. Consumption is one of Salesforce's most critical strategic bets for FY27 and beyond, and this leader will shape how the company executes against it, from the metrics to the field motion to the cultural shift. You will work at the highest levels of the GTM org with direct visibility to leadership.What You'll Actually Be DoingTranslate corporate consumption priorities (CCR, scalable buying models, Agentforce/D360 adoption) into metric strategy, policy alignment, and field activation across all Operating Units (OUs)Build and govern the Consumption Practice operating model, including field readiness, OU-level engagement, communities of success, and a consistent global framework for driving consumption outcomesDefine roles and responsibilities for the evolving consumption selling motion (Consumption Sellers, Specialist AEs, Success, Partners) and standardize execution globallyPartner closely with the NNAOV Practice, CCR program teams, GTM Planning, and cross-functional stakeholders to ensure consumption is embedded in the P2C operating modelDrive the strategic narrative for the transition from seat-based to consumption-based revenue, connecting CCR growth targets to field actionIdentify and close gaps in adoption, tooling, enablement, and comp alignment that create friction for field teams driving consumptionYou're Our Person If...10+ years proven experience in GTM strategy, revenue operations, or a sales/commercial practice at scale for Director level; 13+ years proven experience in GTM strategy, revenue operations, or a sales/commercial practice at scale for Sr. Director levelDeep understanding of consumption-based business models and the mechanics of driving product adoption at an enterprise software companyAbility to operate at the intersection of strategy and execution, comfortable shaping policy and equally comfortable rolling up sleeves to activate in the fieldStrong cross-functional influence skills, with the ability to connect dots across Sales, Product, Finance, Enablement, and SuccessExperience leading through ambiguity in a fast-moving organization; practice-building experience is a strong plusThis role is hybrid and goes into the office 3 days per week.Unleash Your PotentialWhen you join Salesforce, you’ll be limitless in all areas of your life. Our benefits and resources support you to find balance and be your best, and our AI agents accelerate your impact so you can do your best. Together, we’ll bring the power of Agentforce to organizations of all sizes and deliver amazing experiences that customers love. Apply today to not only shape the future — but to redefine what’s possible — for yourself, for AI, and the world.AccommodationsIf you need a reasonable accommodation during the application or the recruiting process, please submit a request via this Accommodations Request Form.Please note that Salesforce uses artificial intelligence (AI) tools to help our recruiters assess and evaluate candidates’ resumes and qualifications throughout the recruiting process. Humans will always make any candidate selection and hiring decisions. Please see our Candidate Privacy Statement for more information about how we use your personal data and your rights, including with regard to use of AI tools and opt out options.Posting StatementSalesforce 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.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: 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.At Salesforce, we believe in equitable compensation practices that reflect the dynamic nature of labor markets across various regions. The typical base salary range for this position is $164,000 - $304,700 annually. In select cities within the San Francisco and New York City metropolitan area, the base salary range for this role is $196,800 - $332,600 annually. The range represents base salary only, and does not include company bonus, incentive for sales roles, equity or benefits, as applicable.SummaryLocation: California - San FranciscoType: Full time