EVP, Lead to Cash

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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.

Salesforce is seeking an exceptional and transformative Executive Vice President of Lead to Cash to architect, lead and drive the next generation global operations strategy. This executive role will define and optimize our end-to-end revenue ecosystem as an industry leader operating at the intersection of AI, automation, and digital commerce transformation across the Agentic Enterprise. This role will oversee a large global revenue operations organization while serving as a strategic partner to executive leadership in accelerating Salesforce's growth trajectory in the market.

As the EVP of Lead to Cash, this position will serve as advisor to the senior leadership team and Board of Directors to ensure consistency, scalability and proactive insights into revenue operations across all customer segments, from SMB and Commercial to Enterprise accounts. The leader will lead a world-class global team, modernizing revenue operations grounded in an AI-driven, customer-centric business model while driving annual recurring revenue. This role will have the opportunity to lead the end-to-end revenue operations for the world's leading CRM platform with direct partnership with the Chief Revenue Officer (CRO), CEO, and executive leadership team and a key role in shaping Salesforce's growth trajectory and modern revenue operations through AI and digital transformation.

Key Responsibilities

Strategic Leadership & Organizational Excellence

• Lead and inspire a global Lead to Cash organization across multiple regions and business groups.

• Develop and execute comprehensive revenue operations strategy aligned to growth objectives and scaled solutions.

• Foster a culture of operational excellence, innovation and data-driven decision making within the revenue operations organization.

• Integrate L2C with partner-led channels (channel partners, resellers) and external marketplaces

• Partner closely with the CRO, CEO and executive leadership team to craft compelling revenue growth narratives across the tech sector.

Revenue Operations Excellence & End-to-End Expertise

Demonstrate industry-leading expertise across the complete Lead to Cash ecosystem:

• Lead Generation, Qualification and Conversation Optimization

• Sales Process Engineering and Deal Acceleration

• Revenue Analytics, Forecasting and Performance Management, drive integrated processes that maximize conversation rates, accelerate deal velocity and optimize customer value.

• Lead strategic deployment of Salesforce's own platform capabilities to showcase revenue operations excellence.

Technology & AI Driven Revenue Innovation

• Oversee a comprehensive revenue technology stack including CRM, CPQ, billing, analytics, and AI-powered automation platforms.

• AI and automation initiatives that enhance revenue predictability and operation efficiency.

• Establishing and enforcing enterprise-wide data governance across the revenue tech stack (CRM, CPQ, ERP) to ensure a single source of truth for all financial and customer metrics.

• Cultivate advanced analytics and AI capabilities to provide strategic insights on revenue performance and market opportunities.

• Drive the development of next-generation revenue operations capabilities, aligned to industry standards and benchmark for the future state of the Agentic Enterprise.

Cross-functional Partnership & Market Leadership

• Collaborate with Sales, Marketing, Customer Success, Finance, Legal and Product teams on integrated revenue optimization.

• Partner with product teams to influence roadmap priorities that enhance customer acquisition, retention and expansion.

• Develop scalable processes and systems that support continued growth trajectory.

• Ensure consistent execution of revenue operations excellence across all global markets and customer segments.

Required Qualifications

Experience & Background

• 18+ years of progressive revenue operations leadership experience, preferably in SaaS, technology or enterprise software.

• Proven track record managing large, global revenue operations teams.

• Demonstrated success in high-growth, fast-paced technology environments, leading at scale.

• Experience working directly with C-suite executives and board members

• Excellent communication skills, both written and verbal, and an ability to influence senior executives.

• Degree or equivalent relevant experience required. Experience will be evaluated based on theValues & Behaviors for the role (e.g. extracurricular leadership roles, military experience, volunteer roles, work experience, etc.)

Skills & Competencies

• Exceptional strategic thinking and revenue process optimization capabilities

• Outstanding change management and large-scale transformation capabilities

• Ability to design and implement complex, multi-system global business processes

• Deep expertise in enterprise-wide CRM, billing and revenue recognition systems

• Advanced analytics and AI implementation skills with ability to translate data into strategic business insights

• Depth of understanding of SaaS metrics, financial planning, and revenue forecasting

Leadership Qualities

• Transformational leadership with ability to influence across all organization levels of leadership from sales to the board of directors.

• Strategic visionary mindset with exceptional tactical execution capabilities

• Cultural fit with Salesforce's values of Trust, Customer Success, Innovation, and Equality

• Passion for technology, AI, and the future of enterprise software

Unleash Your Potential

When you join Salesforce, you'll be limitless in all areas of your life. Our benefits and resources support you to find balance and be your best, and our AI agents accelerate your impact so you can do your best. Together, we'll bring the power of Agentforce to organizations of all sizes and deliver amazing experiences that customers love. Apply today to not only shape the future - but to redefine what's possible - for yourself, for AI, and the world.

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Posting Statement

Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment. What does that mean exactly? It means that at Salesforce, we believe in equality for all. And we believe we can lead the path to equality in part by creating a workplace that's inclusive, and free from discrimination. Know your rights: workplace discrimination is illegal. Any employee or potential employee will be assessed on the basis of merit, competence and qualifications - without regard to race, religion, color, national origin, sex, sexual orientation, gender expression or identity, transgender status, age, disability, veteran or marital status, political viewpoint, or other classifications protected by law. This policy applies to current and prospective employees, no matter where they are in their Salesforce employment journey. It also applies to recruiting, hiring, job assignment, compensation, promotion, benefits, training, assessment of job performance, discipline, termination, and everything in between. Recruiting, hiring, and promotion decisions at Salesforce are fair and based on merit. The same goes for compensation, benefits, promotions, transfers, reduction in workforce, recall, training, and education.