X-Industry Lead - CCO Central EMEA Strategy - FinS and Telco Focus

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 Category Sales Job Details About Salesforce Salesforce 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 Director, Industry Go To Market (X-Industry Lead) is a senior commercial leadership role within the Central GTM Industry team, reporting to the Chief Customer Officer (CCO). The CCO Office serves as the strategic engine for CxO industry engagement, driving growth and retention across top and strategic accounts in Central EMEA. You operate at the intersection of sales, solution engineering & industry architects, professional services, alliances, marketing, and business value services — acting as a force multiplier across all functions. As a X-Industry Lead, you take direct ownership of driving NNAOV in your industries, steering top account sales teams together with sales leaders, and assembling and leading cross-functional tiger teams to operate as one cohesive force. You bring a hands-on, can-do attitude, deep AI and Agentic expertise, and the executive gravitas to represent Salesforce at the highest levels, externally and internally with the ability to lead and orchestrate matrixed organizations, cutting through complexity to align stakeholders and deliver against critical timelines. Specific Responsibilities 1. Drive Commercial Outcomes & NNAOV in Key Industries Steer top account sales teams, in close partnership with sales leaders, to identify and capture Net New Annual Order Value (NNAOV) within priority industries (e.g. Financial Services, Retail/Consumer Goods, Telecommunications, etc.). Create monthly transparency for leadership on industry performance drivers on top account progress, including Quarterly Business Reviews (QBRs) and strategic product coverage (e.g. CRM, Beyond CRM / Salesforce as a Platform and specifically AI & Data solutions around Data360 and Agentforce with a focus on Agentic Enterprise License Agreement Sales). Create a regular exchange that enables Salesforce to be alerted by competitive moves and maintain the leadership position and propose mitigation actions. Advocate to COO Distribution / CRO for funding, resources, and sponsorship to capture industry opportunities. Drive structured Account Planning (aligned to the Agentic AP framework) and own pre-sales and post-sales motion design for top accounts. 2. Lead Cross-Functional Tiger Teams Bring together tiger teams from all functions (SE, BVS, CSG, A&C, AFDC, Marketing, Partner) and ensure they operate as one cohesive, accountable team. Act as the orchestrating PMO layer to pre-structure successful sales and post-sales motions — including handover plans, QBRs, and Partner/Professional Service execution. Help align roles and responsibilities across Prime AE, Specialist AE, SE, BVS, AFDC, and A&C across all stages of the customer journey from discovery through consumption and growth. 3. Customer-Facing Thought Leadership & CxO Engagement Lead and facilitate Salesforce Innovation Centers (SICs) and external presentations (e.g., Worldtours, executive roundtables) as a visible, credible industry expert. Develop and deliver bespoke CxO presentations and tailored executive talking points for top accounts and strategic events. Implement CxO-relations motions to foster top executive engagement and drive QBRs aligned to Agentic roadmaps. ... (truncated, view full listing at source)