, Inc Industry Go-to-Market (Government) Director in Remote, United States

Job CategorySales

Job Details

Salesforce, the Customer Success Platform and world's #1 CRM, empowers companies to connect with their customers in a whole new way. The company was founded on three disruptive ideas: a new technology model in cloud computing, a pay-as-you-go business model, and a new integrated corporate philanthropy model. These founding principles have taken our company to great heights, including being named one of Forbes’s “World’s Most Innovative Company” six years in a row and one of Fortune’s “100 Best Companies to Work For” nine years in a row. We are the fastest growing of the top 10 enterprise software companies, and this level of growth equals incredible opportunities to grow a career at Salesforce. Together, with our whole Ohana (Hawaiian for "family") made up of our employees, customers, partners and communities, we are working to improve the state of the world.This role requires a subject matter expert who has deep domain expertise within the Government/Public Sector market. Working in this position you develop and maintain an excitement about utilizing the latest technology to help Government departments and agencies deliver key services to their customers and other stakeholders.As part of the Industries team you work collaboratively with our global Sales business to develop and drive the strategy enabling growth within our Government segment. This senior leadership role requires a thoughtful point of view about the industry, ability to articulate industry-specific solutions, understanding of industry market business planning, marketing methods, talent in messaging and communications, and driving sales via innovative enablement methods and direct deal support. The successful candidate will also possess familiarity and domain understanding of how Government organizations procure solutions, the common government regulatory and compliance frameworks, and the Government IT and policy ecosystem.To fill this role you need a proven track record in the following key attributes:1. Industry Experience: The role requires 15+ years of industry expertise, including significant experience as a senior executive/government official in either local, state or federal government with recognized subject matter expertise in multiple areas of public administration and government2. Industry Thought Leadership: This individual needs to be well versed in industry market planning and execution. You need to be a hands-on leader, guiding the vision for Government customers, engaging others in the team including the extended Government Ohana, and defining the go to market plan for all segments of the Government industry. You need to be comfortable creating compelling visions of the future, writing a point of view, creating the overall messaging and building thought provoking presentations that the field can use for enablement and in customer meetings.3. Solution Selling: This individual needs to be well versed in Government business processes and systems, with the ability to source solutions and bring the related Go To Market collateral to prospect and sell the new solutions.4. Subject Matter Expert in Matrixed Organization: This individual will have the ability to think and act both at very strategic and at very tactical levels. They will have a proven track record working as

  • a collaborator in a highly matrixed organization in which team members are dependent on team mates and organizations with whom they partner and facilitate, but do not exercise direct control

  • an individual contributor, personally producing original intellectual property and in-depth analyses in the form of articles, essays, point papers, spreadsheets/data analyses, and presentation materials

  • assisting sales staff and engineers to better understand how senior, government officials approach big decisions, including the factors they consider and their decision making processes

  • a subject matter expert with domain knowledge and deep understanding of one or more business sectors applicable to Government (e.g. digital transformation, public health, transportation, etc.)

Primary Responsibilities:

  • Lead the development of messaging and positioning for Government customers, including industry positioning and solutions for existing Salesforce Clouds as well as industry-specific products

  • Drive the development of the Government GTM business plan including target accounts, marketing strategy and programs to achieve target revenue growth

  • Take personal responsibility for supporting the growth of pipe and Annual Contract Value (ACV) in key accounts within the Government market.

  • Successfully lead a virtual cross functional team including Corporate Marketing, Sales, Sales Enablement, Field Marketing, Cloud Marketing, Industry Shared Services, Partner and ISV teams to develop and execute the strategic marketing plan for Government segments

  • Lead overall messaging, positioning and Salesforce presence at strategic marketing events including Dreamforce and select third party events

  • Work with other relevant global industry and Sales Engineering teams, in developing content for sales training, field enablement, external messaging and development of marketing campaigns

  • Be an effective presenter to large customer audiences as well as command the attention of C level executives, and earn their trust through expertise and relevance.

  • Be a thought leader in the Government industry and evangelize the value of Salesforce for this market and participate in government forums and working groups.

  • Establish executive relationships with strategic SI and ISV partners for Government.


  • Strong communication and writing skills and ability to work across business lines

  • Demonstrated ability in launching and growing innovative products, preferably with familiarity of the cloud/SaaS and CRM space

  • High energy, charismatic, innovative, creative

  • Proven track record in performing well in a fast paced environment

  • Organizational skills to manage competing projects with tight deadlines effectively

  • Proven track record in crafting compelling positioning and thought leadership content

  • Supervisor and management experience to oversee a team of Go To Market professionals

  • Exceptional team player with proven ability to lead through influence

  • Expertise in one or more of the following Government market sectors: healthcare (payer/provider), finance and economic development, transportation/regulatory/energy/natural resources, and government and aerospace contractors/government acquisition/supply chain.

  • Sole U.S. citizenship (U.S. born or naturalized; no dual citizenship) required. Agree to complete a Background Investigation with the U.S. federal government.

Posting Statement and are Equal Employment Opportunity and Affirmative Action Employers. 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. Headhunters and recruitment agencies may not submit resumes/CVs through this Web site or directly to managers. and do not accept unsolicited headhunter and agency resumes. and will not pay fees to any third-party agency or company that does not have a signed agreement with or

This candidate must be a U.S. citizen (U.S. born or naturalized) who does not hold dual citizenship and agrees to complete a U.S. federal government Minimum Background Investigation (MBI) for a Moderate Public Trust position.

Salesforce, the Customer Success Platform and world's #1 CRM, empowers companies to connect with their customers in a whole new way. We are the fastest growing of the top 10 enterprise software companies, the World's Most Innovative Company according to Forbes, and one of Fortune's 100 Best Companies to Work For six years running. The growth, innovation, and Aloha spirit of Salesforce are driven by our incredible employees who thrive on delivering success for our customers while also finding time to give back through our 1/1/1 model, which leverages 1% of our time, equity, and product to improve communities around the world. Salesforce is a team sport, and we play to win. Join us!