Director of Strategic ISV & Ecosystem Development

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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.

Shape the Next Generation of the Salesforce Ecosystem

The Salesforce Global Partnerships team is seeking a seasoned and entrepreneurial Director of Strategic ISV & Ecosystem Development to define and execute our most critical, next-generation partnerships.

This global leadership role sits at the intersection of strategy, deal-making, and GTM evolution. While you will be responsible for sourcing, structuring, and closing high-impact partnerships across our core cloud portfolio (AI, Data, Service, Sales, Commerce, and Platform), a core responsibility will be to evolve and optimize our ISV partner models and programs. You will operate as an internal innovation engine, codifying new business models, defining integration frameworks for new products, and ensuring our ecosystem is ready for the convergence of AI and Data on the Salesforce Platform.

This role is ideal for a 0-to-1 builder with deep commercial and technical acumen who thrives on establishing new strategic partnerships and scaling global partner initiatives.

1. Execute Strategic, Complex Partnerships

• Source and Structure: Identify, qualify, and execute high-value, complex ISV and strategic partnerships that accelerate product adoption, drive new revenue streams, and advance Salesforce's long-term platform vision.

• Negotiate & Close: Lead end-to-end deal negotiations (commercial terms, technical integration, and GTM collaboration) to drive rapid market launch and scale.

2. Innovate and Scale ISV Programs

• Program Evolution: Define, pilot, and codify next-generation partnership models, incentives, and requirements for ISVs leveraging new Salesforce products (e.g., Data Cloud, new AI capabilities).

• Program Readiness: Partner with Product Management, Product Marketing, and Operations teams to ensure our existing partner programs are strategically aligned and technically capable of supporting new developer toolsets and platform capabilities.

3. Drive Cross-Functional Alignment & GTM

• Internal Leadership: Serve as the BD lead and central point of accountability, collaborating deeply across Product, Engineering, Legal, Marketing, Sales, and Corporate Development to align on partner strategy and execution.

• Launch and GTM: Work hand-in-hand with field sales and partner enablement teams to successfully launch new partnerships and scale them globally, ensuring clarity on joint value propositions and repeatable playbooks.

4. Ecosystem Evangelism & Market Intelligence

• Represent Salesforce: Evangelize the Salesforce platform vision and partnership strategy to founders, product executives, and investors in the broader tech ecosystem.

• Analysis: Conduct deep market and ecosystem analysis, tracking emerging players, developer trends, and competitive dynamics to inform our strategic partnership recommendations.

• 10+ years of experience in partnerships, GTM strategy, corporate development, or product strategy (minimum 5+ years directly leading complex technology partnerships).

• Proven track record of closing strategic, high-impact deals that drive platform adoption and measurable business growth in an enterprise software environment.

• Strong 01 builder mindset-experience launching and scaling new partner programs, products, or ecosystem models from inception.

• Exceptional communication skills and executive presence; ability to influence and align diverse stakeholders (internal and external) up to the C-level.

• Demonstrated ability to thrive in fast-paced, ambiguous environments, making high-velocity decisions with precision.

• Deep expertise in the enterprise software ecosystem, particularly with respect to ISV models, developer platforms, and cloud marketplaces.

• Strong technical understanding of APIs, platform architecture, data models, and developer tooling-able to translate complex technical concepts into strategic business opportunities.

• Experience in evolving existing partner programs to incorporate new technologies (e.g., AI/ML, Data Platforms, Headless Commerce).

• Familiarity with the Salesforce product portfolio and the broader CRM/Data/AI market landscape.

• Prior experience leading initiatives or mentoring BD resources in a global, matrixed organization.

• Invent the Future: Be on the front lines defining the economic and technical models for how Salesforce grows with its most strategic partners for years to come.

• Operate with Impact: Collaborate directly with senior leadership and breakthrough companies on Salesforce's highest-priority strategic initiatives.

• Move Fast & Build Big: You will have the mandate and autonomy to shape new partnership categories, integration standards, and GTM playbooks at scale.

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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