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Job Category

Operations

Job Details

About Salesforce

We’re Salesforce, the Customer Company, inspiring the future of business with AI+ Data +CRM. Leading with our core values, we help companies across every industry blaze new trails and connect with customers in a whole new way. And, we empower you to be a Trailblazer, too — driving your performance and career growth, charting new paths, and improving the state of the world. If you believe in business as the greatest platform for change and in companies doing well and doing good – you’ve come to the right place.

Salesforce is on a march to 50Bn in revenue in the next five years, and acquisitions are a key lever for achieving this growth. We seek an experienced leader to lead the Global Distribution Merger & Acquisition team under the Global GTM Strategy. This role includes leading the end-to-end acquisition lifecycle for Sales and Post sales including preliminary evaluation of potential acquisition targets (pre-term sheet), detailed Go To Market (GTM) deal execution (post-term sheet), and post-close integration to drive durable and sustainable growth for some of the largest, most strategic acquisitions in Enterprise Software.

Role Description

This position will lead the Global Distribution M&A team overseeing the full M&A lifecycle for Sales and Post-Sales for all active acquisitions. The role will work closely with senior executives to set the vision and path for M&A across our GTM functions to support the next phase of Salesforce’s growth to 50Bn in revenue.

Given the cross-functional nature of this role it requires an exceptional leader with a proven track record in building and leading high-performing teams, astute product go-to-market instincts, the ability to partner and influence at the highest levels of the organization, and leading teams to successfully achieve critical outcomes across a multi-product, multi-billion dollar revenue acquisition portfolio.

This position reports to the SVP, Global GTM Strategy

Responsibilities

• Build and lead the Distribution M&A team under Global GTM Strategy. This includes building and leading the team, overseeing the M&A lifecycle across Sales and Post Sales for all active acquisitions, partnering cross-functionally to set the vision and path for M&A to support the next phase of Salesforce’s growth, and leading teams to execute successfully to achieve critical outcomes across every phase of the acquisition lifecycle.

• Build trusted relationships with executives across the Sales and Post Sales, drive critical outcomes across a multi-product, multi-billion dollar revenue acquisition portfolio, including aligning on go-to-market true north, and key priorities.

• Apply sound business rationale, distill key priorities, and influence cross-functionally at all levels of the Sales, Professional Services, Success, Corporate Development, Product, and extended GTM organization to move the business forward.

• Drive cohesive strategy and execution across Sales, Professional Services, and Success from pre-termsheet, diligence, integration plan, interim operations, and full integration

• Oversee the active acquisition portfolio for Sales and Post Sales across all phases of the acquisition lifecycle globally, including:

  • Partnering with Corporate Development to provide GTM perspective and alignment during pre and post term sheet evaluation and detailed diligence of potential acquisition targets

  • Leading GTM diligence for Sales and Post Sales; specifically driving alignment across acquisition revenue, bookings and resulting operating model assumptions

  • Aligning and bringing GTM perspective across GTM functions, Deal Executive Sponsor, and Corp Dev on distribution operating plan assumptions and integration plan to achieve acquisition goals

  • Partnering across Sales, Success, Professional Services, Finance, Product, Enablement, and extended GTM organizations to define the end-to-end GTM operating plan for each acquired company

  • Partnering with Sales, Professional Services, and Success leaders to drive achievement of GTM Operating Plan and integration goals

  • Establish and implement interim operations required to support the deal thesis and field in the first 6-12 months after close

Minimum Requirements

• BS/BA degree or equivalent experience. MBA preferred.

• 10+ years of experience in a strategy and/or M&A capacity and a proven track record in building, leading, and managing high-performing teams

• Experience in roles that required driving business outcomes, often cross-functionally, across a multi-product portfolio in either an M&A, Strategy or Operations capacity

• Proven success in dealing with senior business executives at all levels with utmost confidentiality. Demonstrates high EQ, tact, diplomacy, and self-awareness.

• Proven ability to have courageous, difficult discussions, influence and negotiate, navigate productively through conflict, and lead cross-functionally at peer level and above to drive the business forward.

• Proven track record of demonstrating grit in the face of challenges and adversity, and ability to effectively lead cross-functional teams through a high degree of movement and change.

• Proven track record in successfully setting a vision, prioritizing, cutting through noise, and organizing teams, so they effectively execute through ambiguity and achieve high-quality, repeatable, consistent results.

• Strong understanding of GTM across Sales, Professional Services, and Success

Preferred Requirements

• Strong preference for individuals who have worked on corporate M&A and corporate strategic planning in top consumer Internet and/or SaaS companies

• Solid understanding of and work history in the SaaS and/or broader technology space

• Exceptional problem-solving and communication skills

• Strong quantitative and qualitative analytical abilities

• Is comfortable working from limited information, continuously seeks to improve and standardize processes, systems, and demonstrates a strong bias towards building systems, processes, tools, that scale.

• Experience with Salesforce a plus *LI-Y

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Posting Statement

At Salesforce we believe that the business of business is to improve the state of our world. Each of us has a responsibility to drive Equality in our communities and workplaces. We are committed to creating a workforce that reflects society through inclusive programs and initiatives such as equal pay, employee resource groups, inclusive benefits, and more. Learn more about Equality at www.equality.com and explore our company benefits at www.salesforcebenefits.com.

Salesforce is an Equal Employment Opportunity and Affirmative Action Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. Salesforce does not accept unsolicited headhunter and agency resumes. Salesforce will not pay any third-party agency or company that does not have a signed agreement with Salesforce.

Salesforce welcomes all.

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.

For California-based roles, the base salary hiring range for this position is $221,500 to $337,800.

Compensation offered will be determined by factors such as location, level, job-related knowledge, skills, and experience. Certain roles may be eligible for incentive compensation, equity, benefits. More details about our company benefits can be found at the following link: https://www.salesforcebenefits.com.