Salesforce.com, Inc Senior Manager, Growth Stratey - Online Sales in San Francisco, California

Job CategorySales

Job Details

We are looking for a leader to help build Salesforce’s Online Sales business. Role will be highly visible and serve as a hub for Marketing, Sales, Product, IT and others to drive the Online Sales business.Leader is a hands-on technology and data driven person with the ability to collaborate across multiple teams and organizations. We are building a new go-to-market at Salesforce that needs a passionate, adaptable, action-oriented person to operate in a fast-paced ambiguous environment where the outcomes may be unclear and the future must be created.

Your responsibilities

Own the success of Online Sales

  • Building our Online Sales business to sell the way customers want to buy, determine where we should automate and streamline our Sales, Growth, Retention and Support capabilities.

Be a strong leader who

  • Builds a team and a business

  • Be a visionary for what Salesforce’s Online Sales should be. Determine how we most effectively grow awareness, website engagement, trials signups and purchases.

  • Be intentional in defining and executing on the team's priorities and success metrics.

  • Manage team to create most business value and attract talent as the business grows.

  • Owns and executes for Online Sales leading cross functionally

  • Build trust with stakeholders by maintaining an understandable, transparent roadmap.

  • Partnering with

  • IT

  • Drive the roadmap for capabilities: Serve as product owner for the Dev Teams, prioritizing and owning the backlog for our technical capabilities- which optimization tools and functional capabilities do we need, what is their priority, how does it all fit together? Make tough prioritization decisions while helping the company think long-term.

  • Drive technical requirements and customer story definition and prioritization for IT and Marketing Tech’s roadmaps.

  • Marketing

  • Influence web and content experience to optimize the sales funnel. Be the thought leader and subject matter expert on web site user experience including information architecture, UX, functionality, interaction design, visuals, and content copy.

  • Help shape our personas and optimize our Trial and Purchasing flow for our different audiences. Create a strategic foundation to accommodate our long term growth across audiences and products.

  • Sales

  • Augment our current direct sales organization to support a larger Online Sales channel.

  • Define engagement model for direct sales with Online Sales pipeline, deals, customers, etc.

  • Anticipate problems and propose solutions for Online Sales related Sales Operations changes (ex. quota, comp, territory carving)

  • Product

  • Work closely with Product develop, build and influence new features to improve customer experience and engagement

Uses data & analytics to execute on

  • Funnel Optimization

  • Drive Revenue growth in partnership with Corporate, Web and Product Marketing via customer journey optimization. Own our Online Sales funnel, using data, customer research and industry best practices to determine where customers are falling out and what tests or changes we should implement to grow Sales.

  • Constantly learn and improve through A/B tests, qualitative research, process and tooling evaluations, and team retrospectives.

  • Establish quantitative and qualitative means to assess and measure the success of customer experience and online strategies, tactics and programs.

  • Be the data-driven expert on our eCommerce funnel from Awareness through Conversion: Continuously analyzing, understanding and communicating site performance to our execs, marketing leadership and the broader company.

  • Long Term Strategy

  • Run analytics to answer key strategic growth questions (e.g., what behaviors/demographics predict customer LTV)

  • Analyze and determine key insights from key business drivers, competitive environment, trends and operating metrics.

Key competencies

  • You’ve “been there/done that”: Experience in eCommerce, Online Sales and Growth Performance Marketing in a rapidly growing “digital first” environment driving business as well as functional investment.

  • Experience in web strategy and marketing, preferably for a SMB-oriented SaaS company.

  • Demonstrable experience driving website effectiveness and marketing ROI leveraging industry-leading tools such as Google Analytics, Optimizely, Adobe Target, Conductor, BrightEdge, Qualaroo, KISSMetrics, HotJar, MixPanel, etc.

  • Strong understanding of revenue models across digital environments especially with digital subscriptions, e-commerce and sales funnels.

  • Experience driving freemium and/or Trial-first online businesses preferred.

  • Strong analytical skills and structured thinking. You know how to turn data from disparate sources into a vision for what we should do.

  • Experience with predictive models necessary.

  • Exceptional Excel, SQL and data analysis skills, including a good grasp on statistics. Python/R is a plus.

  • Effective at implementing and measuring channel success (cohort analysis, LTV)

  • Great project management skills- able to pull together disparate requirements, get agreement on priorities, communicate clearly and drive timelines. Experience working with remote co-workers in an asynchronous fashion is a big plus.

  • Versatile. Ability to thrive in a cross-functional environment while juggling multiple responsibilities

  • Talent for synthesizing complex ideas and communicating them in a way others can easily understand

  • Good sense of humor and strong commitment to team. We live in a fast paced, high change environment where we work closely with small teams.

Posting Statement

Salesforce.com and Salesforce.org 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. Salesforce.com and Salesforce.org do not accept unsolicited headhunter and agency resumes. Salesforce.com and Salesforce.org will not pay fees to any third-party agency or company that does not have a signed agreement with Salesforce.com or Salesforce.org.

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.

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!