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Job Category
Sales
Job Details
What You Will Be Doing
This is a high-impact role at the center of the FINS Industry Advisor team, combining deep client-facing engagement with the design and execution of common frameworks that scale across FINS IA teams. This role has a dual mandate: working directly with clients to deliver industry-leading PoVs, workshops and strategic advisory engagements, while also serving as the internal architect of shared tools, assets, and programs that amplify the effectiveness of the broader team.
A critical dimension of this role is serving as the primary point of contact between the FINS IA team and the specialist sales organization, partnering closely with specialist leadership to align and tailor deep industry perspectives, solution priorities, and enablement resources directly to growth opportunities. This role connects the strategic intent of the IA team to the day-to-day execution of specialist sellers, ensuring they are equipped with the context, tools, and assets needed to drive pipeline and close business.
This role works broadly across Distribution, Marketing, Programs, Enablement, Solutions and Product to grow ACV, build strong long-term partnerships with key clients, deepen understanding of current and future industry dynamics, and coordinate delivery of the GTM strategy to market.
What We Are Looking For
* Industry Expertise: Researching and bringing deep understanding of the business processes and economics of the industries served in FINS — across banking, insurance, and wealth management.
* Client Engagement Excellence: Ability to design, facilitate, and lead executive workshops and strategic advisory sessions that deliver clarity, alignment, and momentum for clients to achieve their targeted business outcomes.
* Framework Builder: Demonstrated ability to develop common frameworks, reusable assets, and scaled programs that elevate the performance of distributed industry teams.
* Specialist Partnership Orientation: Operating as a bridge between industry strategy and specialist sales execution — translating market insights into actionable seller tools and heatmaps.
* Sales Acumen: Understanding of technology sales cycles and the ability to meaningfully contribute to the ACV engine by collaborating on big bets, navigating complex deals, and simplifying difficult solutions.
* Executive Presence: Winning trust of executives with poise, confidence, and ease — in writing, in the room, and on stage.
* Ability to Execute with Excellence: Program management. prioritization, and communication skills that help organize teams, influence outcomes, and deliver results cross-functionally.
* Curious Mind: Break down complex problems, ask questions, learn quickly, adjust when necessary, and always find a great way to move forward.
Responsibilities
Client Engagement & Advisory
* Executive Engagement and Workshops: Design and facilitate structured executive SICs, workshops and strategic advisory sessions for key FINS accounts; bring industry understanding, structured problem solving, and actionable pathways forward that deliver clear, actionable, and results-driven roadmaps for our clients and high-impact growth opportunities (ACV and NNAOV) for Salesforce.
* Strategic Account Support: Serve as a Financial Services industry subject matter expert on high-priority accounts; provide thought leadership insights to expand the value the Salesforce platform, consultatively tailor PoVs to what matter most to each client and contribute meaningfully to the account planning process in partnership with sales and solutions teams.
* Customer Storytelling: Craft bespoke, industry-specific perspectives that connect Salesforce capabilities to tangible business outcomes, accelerating our clients' evolution into autonomous, agentic enterprises.
* Executive Relationships: Win trust of executives for short-term sales wins and long-term partnerships; extend personal and professional relationships that open doors and build continuity across key accounts.
Common Frameworks & Scaled Programs
* A core pillar of this role is the design and stewardship of the frameworks, programs, and assets that make the FINS Industry Advisor team more effective at scale. This means thinking beyond individual engagements to build the infrastructure that enables the broader team:
* Developing shared methodologies that bring consistency across sub-verticals
* Building field-ready tools and enablement assets that arm sellers with the context they need to engage confidently
* Leading cross-functional programs that orchestrate resources around the highest-priority opportunities
* The individual in this role operates as a force multiplier: translating industry knowledge into structured, reusable resources that raise the quality and efficiency of the entire IA organization.
Specialist Team Partnership
* Primary IA Point of Contact for Specialist Sales: Serve as the dedicated liaison between the FINS IA team and the specialist sales organization building a strong operating rhythm with specialist leadership to align on market priorities, solution heatmaps, and co-selling opportunities.
* Specialist Enablement: Develop and deliver industry trend and solution overview content tailored specifically for specialist sellers, grounding them in the GTM motion, prioritized solutions based on what customers are buying, and industry buying patterns that drive their success.
* Opportunity: Synthesize market intelligence and solution analysis into specialist opportunity heatmaps that identify where industry knowledge and specialist expertise can intersect to drive pipeline and growth.
* Solution Playbooks: Co-create solution playbooks with specialist teams, anchoring content in industry use cases, customer stories, competitive context, and clear calls to action for sellers.
Experience/Skills Required
* Minimum 10-15 years combined in financial services industry leadership, business or technology consulting, and/or similar functions at a leading financial institution, Fortune 500 enterprise software vendor, and/or credible professional services firm.
* Deep expertise across banking, wealth management, and/or insurance with an expert point of view on sub-verticals
* Demonstrated experience designing and facilitating executive workshops and client advisory engagements or significant strategic business transformation leveraging technology as a critical enabler.
* Proven track record building common frameworks, scaled programs, or reusable assets in a matrixed GTM environment.
* Experience working directly with specialist or matrixed sales teams to drive enablement, alignment, and pipeline growth.
* Experience deploying or working closely with Salesforce, with a strong vision for how the platform can transform the financial services industry and driving business outcomes.
* Outstanding written, verbal communication, presentation, and influential skills with audiences ranging from small executive meetings to large keynote presentations.
* Self-starter with ability to multitask and effectively prioritize in the fast-paced, high-pressure environment of a start-up-paced software company.
* Strong customer orientation and results-driven operating style.
* Strong understanding of Salesforce products and the FINS solution portfolio.
Experience/Skills Desired
* 10+ years of financial services experience
* Experience with Agentforce, agentic AI strategy, or multi-cloud solution design in a financial services context
* Familiarity with Salesforce Financial Services Cloud, Data Cloud, and/or Slack as part of a multi-cloud solution
* Undergraduate degree required; advanced degree preferred
* Hands-on leader, "get it done" operating style, and participant in industry associations
* Ability to travel
Preferred Skills
* Validated ability in leading digital transformation and large-scale change management efforts
* Ability to influence across a broad spectrum of individuals and functions in a highly matrixed organization
* Demonstrated ability to analyze and interpret data for value-based discussions
* Action-oriented, entrepreneurial, flexible, and innovative approach to program management
* Experience developing competitive intelligence, market assessments, or solution analysis for executive audiences
* Ability to engage and motivate cross-functional teams
* Comfort with AI productivity tools and a commitment to driving AI adoption across the team
