The Experience

Salesforce 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 Doing

• Translate 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 outcomes

• Define roles and responsibilities for the evolving consumption selling motion (Consumption Sellers, Specialist AEs, Success, Partners) and standardize execution globally

• Partner closely with the NNAOV Practice, CCR program teams, GTM Planning, and cross-functional stakeholders to ensure consumption is embedded in the P2C operating model

• Drive the strategic narrative for the transition from seat-based to consumption-based revenue, connecting CCR growth targets to field action

• Identify and close gaps in adoption, tooling, enablement, and comp alignment that create friction for field teams driving consumption

You'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 level

• Deep understanding of consumption-based business models and the mechanics of driving product adoption at an enterprise software company

• Ability to operate at the intersection of strategy and execution, comfortable shaping policy and equally comfortable rolling up sleeves to activate in the field

• Strong cross-functional influence skills, with the ability to connect dots across Sales, Product, Finance, Enablement, and Success

• Experience leading through ambiguity in a fast-moving organization; practice-building experience is a strong plus

This role is hybrid and goes into the office 3 days per week.