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About the Role
The role will lead Fin’s New Business organization in North America, a team of Account Executives and their front-line managers responsible for new logo and new revenue growth across the SMB and Mid-Market segments. This person owns the new business strategy, operating plan, and results for the region, and is accountable for building and running a high-performing, multi-layered sales organization. We are looking for a seasoned second-line leader who excels at hiring and developing sales managers, inspiring a large team, and partnering cross-functionally to build efficient, repeatable, and customer-centric sales processes. This leader will play a central role in shaping and executing our value-led sales strategy and in scaling the NAMER new business engine.
Responsibilities
- Partner with the VP, NAMER Sales and senior leadership to define the new business strategy for North America across SMB and Mid-Market.
- Own segment planning: territory and capacity design, headcount plans, quota setting, and resource allocation across teams.
- Translate company goals into regional operating plans and tactics that reflect market dynamics and the Fin opportunity.
- Hire, coach, and develop a team of front-line Sales Managers; raise the bar on how they recruit, ramp, and manage their Account Executives.
- Build a strong leadership bench and a culture of accountability, rigor, and continuous improvement.
- Own the regional new business forecast; drive forecast accuracy and pipeline discipline across all teams.
- Inspect pipeline health, deal progression, and conversion, and intervene on strategic deals where needed.
- Analyze sales metrics to identify trends, optimize process, and improve productivity and win rates.
- Partner with Marketing, SDR, Product, Sales Engineering, Enablement, RevOps, and Customer Success on go-to-market strategy, pipeline generation, and a seamless customer experience.
- Represent NAMER New Business in company planning and ensure alignment on goals, budgets, and investments.
- Maintain a deep understanding of customer needs, the competitive landscape, and market trends to help teams win.
- Ensure customers are handed off to the Relationship Management team thoughtfully, always keeping the customer experience top of mind.
Requirements
- 5+ years in a quota-carrying new business IC role with proven success.
- Must demonstrate direct experience running strategic deals 6 and 7 figure deals (involving procurement, legal, security, executive selling).
- 5+ years of sales management experience.
- Track record of building and scaling new business organizations across multiple segments with a mix of velocity and strategic selling (SMB and/or Mid-Market).
- Demonstrated success developing and executing outbound sales strategies, ideally within a product overlay or co-prime selling environment.
- Strong command of forecasting principles and a track record of accurate revenue forecasting at the regional level.
- Experience developing GTM strategy and building and executing operational plans (capacity, territory, quota, headcount).
- Excellent communication skills across a variety of mediums (written, verbal, presentation, interpersonal), including executive-level communication.
- Proof of eligibility to work in the United States is required.
Skills
- Command of the Message
- MEDDPICC
Location
- North America
- San Francisco Bay Area
Work Type
- Hybrid
Experience Level
- Second-line leader
- 5+ years in a quota-carrying new business IC role
- 5+ years of sales management experience
Salary/Compensations
- $414,000-$494,500 OTE
Benefits
- Corporate bonus program
- Sales incentive
- Stock in the form of Restricted Stock Units (RSUs)
- Support for health and wellbeing
- Support for family
- Support for time away from work
- Support for financial future
About the Company
- Fin, now part of Salesforce, is on a mission to help businesses provide perfect customer experiences.
- Our AI Agent Fin is the highest-performing AI Customer Agent on the market today, enabling businesses to deliver impeccable, always-on customer support across the customer journey, from service, to sales, to ecommerce.
- Powered by our own AI models, Fin resolves complex customer issues end-to-end across every channel, with minimal set-up and integration.
- Fin can also be combined with our natively integrated Intercom help desk, giving modern support teams one single system.
- Together with Salesforce, the #1 AI CRM, where humans with agents drive customer success, we're building the future of customer experience.
- 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.
- Ready to level up your career at the company leading workforce transformation in the agentic era?
- Agentforce is the future of AI, and you are the future of Salesforce.
Equal Opportunity
- Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment.
- 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.
- 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.