Director, Consumption Strategy & Operations

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The Director of Consumption Strategy & Operations will be instrumental in driving Salesforce's transformation to consumption-based products.This role sits at the heart of Salesforce's strategic transformation from a traditional SaaS model to a consumption-based approach, with a particular focus on Data Cloud, AI, and Commerce Cloud initiatives.
This is a people leader role requiring the individual to lead a high-performing team of 4 professionals with expertise in strategy development and program execution, this role combines strategic planning, operational excellence, and data-driven decision making to accelerate customer consumption and business growth.

The individual will report into Sr Director Consumption Center of Excellence who will lead both the strategy pillar as well as a team of consumption leads to drive commerce cloud adoption across top AOV customers

The Key responsibilities of the strategy team will include :

• Drive executive-level initiatives focused on GTM priorities for Data Cloud and AI offerings
• Develop and execute strategic frameworks to accelerate the adoption of Commerce cloud
• Partner with Commerce Cloud leadership to define and implement consumption strategies for key enterprise customers
  

Strategy and Program Execution

• Lead monthly GTM Council meetings to drive alignment on quarterly priorities and facilitate progress updates between product and distribution teams, with particular emphasis on Commerce Cloud initiatives
• Establish and maintain the New Product Introduction (NPI) feedback loop, ensuring distribution perspectives are effectively represented in product launch processes
• Develop and manage a bi-weekly GTM activation scorecard in collaboration with Product Marketing and Sales Programs teams
• Lead weekly business performance deep dives during product-led ACV reviews to identify areas for improvement and develop actionable solutions
• Partner with Product teams to orchestrate quarterly Seller Community calls and quarterly business reviews (QBRs)
• Drive cross-functional alignment between product, sales, and customer success teams
• Performance Monitoring & Strategic Planning
• Conduct monthly check-ins with regional sales leaders across OU leaders to gather insights and strengthen regional engagement
• Lead quarterly GTM activation planning efforts with global and regional teams
• Spearhead the Go-for-Growth (G4G) annual planning process in partnership with product, GTM, and sales strategy teams
• Establish metrics, tracking mechanisms, and reporting frameworks to measure consumption growth
• Create and maintain comprehensive playbooks for consumption-based selling
• Collaborate with Specialist sales teams aligned to Sales Cloud to ensure consistent global agenda execution
  

Strategic Leadership:

• Skilled at managing and influencing stakeholders at all levels, acting as a connector between technical and non-technical stakeholders
• Experience working closely with senior leadership to define and execute strategic initiatives.
• Ability to balance long-term vision with short-term priorities and drive execution at scale.
• Exceptional ability to present data and insights in a clear and compelling manner to senior executives and key stakeholders.
  

Collaboration and Stakeholder Management:

• Excellent interpersonal and communication skills with a proven ability to work across functions and geographies.
  

Strong Analytics and Data-Driven Decision-Making:

• Proven experience using analytics, data visualization, and dashboard tools (e.g., Tableau, Power BI) to drive business strategy, measure performance, and optimize processes. Ability to assess complex data and distill it into actionable insights that inform strategy and decision-making. Familiarity with Solutions data is a plus.
  

Proactive and Results-Oriented:

• Self-motivated, resourceful, and focused on delivering results. Comfortable taking initiative and leading new projects with an entrepreneurial mindset.

Required Qualifications

• 12+ years of experience in strategy, consulting, or related fields, with demonstrated expertise in business transformation
• Proven track record of leading complex, cross-functional programs at enterprise scale
• Talent Multiplier who makes others great through leading as a coach, support performance & career development, takes accountability and influence and inspire, and build the team through hire/maintain high performing talent
• Strong background in e-commerce/digital commerce
• Track record of leading strategy teams and driving program execution
• Excellence in stakeholder management and executive communication
• Experience with consumption/adoption metrics
• MBA preferred

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