Senior Director - Industry Lead - EMEA Central - #2177632

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Job Category

Sales

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.

The Financial Services & Insurance Industry Lead role is part of the Central GTM Industry team under the Chief Customer Office (CCO). The Chief Customer Office (CCO) is a newly created function that serves as a centralized point of contact for all parties needed to execute a successful CxO industry strategy to foster growth and retention of top and strategic accounts —including partnering across product, alliances & channel, marketing, sales and solution engineering.

The Industry Lead will be aligned to Financial Services & Insurance and acts as a facilitator and adviser across the Industry GTM resources working in the Central OU, maintaining a strong alignment with the global industry perspective and ensuring collaboration with the global COE Financial Services & Insurance team to exchange best practices and avoid duplicating efforts. At the same time, the Industry Lead channels feedback from the field to the leadership team, advocating for funding, resources, and sponsorship for special initiatives to capture industry opportunities as well as expanding knowledge across other industries.

Specific Responsibilities Include

Enhance CxO Engagement and Thought Leadership:

• Implement CxO-relations motions to foster top executive customer engagement. Facilitate CxO Quarterly Business Reviews (QBRs) to align on goals and execution plans.
• Leverage industry experts and adapt global POVs to scale relevant thought leadership.
• Capture and scale industry success stories and value cases (e.g., BVS) to demonstrate tangible ROI.
• Partner with SIC follow-ups to provide bespoke visionary demos and execution plans.
• Collaborate on Partner/Professional Services handovers with a detailed execution plan.
• Support account teams to create ambitious but realistic account plans reflecting industry trends and Salesforce value proposition and enable them on execution
  
  

Develop Insights For Financial Services & Insurance

• Create transparency for the leadership team on the underlying drivers of industry performance, highlighting issues and opportunities on topics and strategic accounts
• Report on important competitor moves that could threaten our leadership in Financial Services and suggest mitigation actions.
• Advocate and raise to COO Distribution/CRO requests for funding, resources, and sponsorship for special initiatives to capture industry opportunities for thought leadership, PR, awareness in the region.
  
  

Set Direction And Priorities For CxO Industry-Relevant Content

• Collaborate with the organization and sales leadership to define and prioritize content of relevant CxO assets for Financial Services & Insurance. Focus on consolidating, editing, and disseminating industry sales assets, particularly in key areas (e.g., Agentforce, Data Cloud) in collaboration with the global COE.
• Create tailored executive talking points for industry CxOs in partnership with account teams.
• Develop custom presentations and branded assets for key accounts and events, including Salesforce Innovation Centers (SICs).
• Produce CxO demo and video content, featuring visionary live demonstrations (e.g., Agentforce WSI bespoke demo).
• Structure and organize regional CxO content repositories with the enablement and tech teams, leveraging GenAI capabilities for streamlined content retrieval (e.g., Slack AI).
  
  

Maintain Central EMEA Operating Model Across All Functions

• Establish a structured process to collect feedback on critical use cases/product capabilities from the field and channel it to the relevant product organization.
• Develop executive talking points for CxO engagements to ensure impactful communication.
• Coach and lead account teams on crafting and delivering CxO-level narratives aligned with organizational priorities.
• Embed the Agentforce vision into centralized messaging to align with top industry goals.
• Oversee the creation of CxO demo/video content and branding for bespoke live demonstrations (e.g., Agentforce WSI).
• Drive the development of industry success stories and value cases (e.g., BVS) for scalable presentations.
• Plan and execute SIC follow-ups, ensuring comprehensive handovers and actionable strategies to maintain momentum and deliver value
  
  

Facilitate Consistent Industry Execution Across All Functions

• Coordinate, in collaboration with the enablement and regional teams, the global COE industry enablement strategy in Central.
• Validate plans and investments from the industry marketing team for the CxO motion.
• Channel to product leaders (Financial Services Cloud and the rest of the product portfolio) relevant feedback from the CxO Engagements.
  
  

Requirements

• Experience: significant experience in the Financial Services industry ideally with Insurance focus, or Industry GTM at a strategy or management consulting company or high-growth SaaS company.
• Industry Exposure/Domain Knowledge: Demonstrated previous relevant exposure to Insurance; understands trends, the high-level technology landscape, and how Salesforce can create value for companies in the industry.
• Values: Demonstrates the Salesforce values of Trust, Customer Success, Innovation, Equality, and Sustainability.
• Education: BS/BA degree or equivalent experience; M.Sc./MA/MBA preferred.
• Executive Presentations & Influence: Strong presentation skills, with experience developing decks conveying actionable insights using Google Slides, and presenting to peers and executive leaders. Demonstrates high EQ and tact while influencing, negotiating, and navigating productively through conflict. Is able to have courageous discussions and lead cross-functionally at peer level and above to drive decisions forward.
• Strong Analytical Skills for Business Planning: Strong data analysis and logical reasoning skills, with experience developing and understanding models and analyzing complex datasets.
• Managing Ambiguity: Ability to work effectively through a high degree of change, demonstrating consistent ability to set a vision, prioritize, cut through noise, and execute through ambiguity. Comfortable working with limited information and asking questions.
• Initiative & Quality: Self-starter who independently seeks new opportunities and drives work with minimal supervision. Is consistently accurate and delivers high-quality work on time.
  
  

Accommodations

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We warmly invite applications from individuals with a severe disability status (Schwerbehinderung). Salesforce is committed to equality and creating a workplace that reflects society. We set ambitious goals for representation, emphasize accessibility and inclusion, and continuously learn and improve. Learn more about our inclusion initiatives here (https://www.salesforce.com/company/accessibility/workplace-resources/#ally-sf-benefits). In 2019, Salesforce joined The Valuable 500 to champion disability inclusion in business leadership.

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