Job Description
POSITION OVERVIEW:
Responsible for translating commercial strategy into platform capabilities while managing scope, adoption, and delivery quality. Position will drive sales outcomes: seller productivity, pipeline accuracy, territory data integrity, and platform adoption.
ESSENTIAL FUNCTIONS:
Maintain the Sales Cloud product backlog for sellers across territories, translating commercial strategy into prioritized user stories with measurable acceptance criteria.
Drive scored intake and prioritization for all Sales Cloud feature requests, partnering with Sales Operations through a structured Intake Sync to maintain a single, transparent demand funnel.
Define and enforce product requirements for Enterprise Territory Management (ETM), including configurations, territory hierarchy rules, and multi-tagging resolution.
Partner with Data Cloud and MuleSoft teams to design activation targets that surface Calculated Insights (churn risk, shipment velocity, analysis) directly into seller workflows via record-triggered actions and alerts.
Oversee the Agentforce AI strategy for Sales Cloud, including SDR Agent deployment (24/7 lead engagement, personalized outreach, meeting booking), Deal Agent configuration (auto-update opportunity stages based on email/calendar activity), and Sales Coach Agent enablement (deal-specific feedback, AI role-play, objection handling).
Define AI agent acceptance criteria, testing protocols, and performance metrics. Partner with the Agentforce Testing Center to validate agent responses, monitor hallucination rates, and optimize agent grounding using CRM data, Knowledge articles, and Data Cloud unified profiles.
Evaluate, select, and manage AI and automation vendor partners for Sales Cloud capabilities, including Agentforce licensing optimization (Flex Credits vs. per-user), third-party AI enrichment tools, and sales engagement platforms. Oversee vendor escalation and contract compliance.
Optimize the seller adoption strategy: define login frequency targets, record update baselines, pipeline activity thresholds, feature utilization benchmarks, and AI agent adoption rates.
Collaborate with the ERP integration team to define quote-to-close requirements, ensuring pricing workflows between MuleSoft and Sales Cloud support rate structures, contract pricing, and discounting approval chains.
Lead UAT planning, execution, and go/no-go readiness criteria for Sales Cloud releases, coordinating with QA governance partners and the SI delivery team.
Maintain Sales Cloud dashboards aligned to pipeline coverage, win rate, forecast accuracy, and Agentforce agent performance (meetings booked, leads engaged, deal recommendations accepted).
Author requirement documents for Sales Workspace, mobile experience, embedded coaching features, and AI-assisted selling capabilities that reduce seller friction and time-to-insight.
Oversee scope trade-offs against fixed deadlines using scoring (Business impact, Effort, Tech debt, Stakeholder urgency), documenting all deferral decisions with rationale in a decision log.
Coordinate with Salesforce Shield and IT Security to ensure Sales Cloud configurations meet encryption, field-level security, and event monitoring requirements appropriate for a publicly traded company.
Oversee SI partner delivery accountability for Sales Cloud workstreams: review sprint deliverables against acceptance criteria, approve story completion, escalate velocity or quality issues, and govern the transition from SI-led to FTE-Managed operations.
Facilitate sprint ceremonies (planning, review, retrospective) for Sales Cloud workstreams, maintaining velocity transparency and impediment resolution with the SI partner team.
Comply with all applicable laws/regulations, as well as company policies/procedures.
Perform other duties as assigned.
Disclaimer: This job description is general in nature and is not designed to contain or to be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications required of employees assigned to the job.
QUALIFICATIONS:
Bachelor’s degree in business, information systems, computer science or related field
Seven (7) years of Product Owner or Product Management experience in enterprise Salesforce Sales Cloud implementations.
Demonstrated experience managing Enterprise Territory Management (ETM) at scale, including territory hierarchy design, assignment rules, and sharing model configuration.
Proven track record Managing a product backlog with 100+ user stories, applying structured prioritization frameworks (RICE or equivalent) with documented scoring.
Experience with Agentforce, Einstein AI, or equivalent AI/ML-powered sales tools, including agent configuration, AI testing methodologies, and performance metric definition.
Experience integrating Salesforce Data Cloud with Sales Cloud, including activation targets, segment-based alerts, and Calculated Insights surfaced in CRM workflows.
Strong understanding of quote-to-close processes, including CPQ or custom pricing integrations with ERP systems (D365, SAP, or Oracle).
Experience defining and tracking CRM adoption metrics: login rates, record creation/update velocity, pipeline hygiene, forecast accuracy, and AI feature utilization.
Hands-on experience with Salesforce Shield (Platform Encryption, Event Monitoring, Field Audit Trail) in regulated or publicly traded company environments.
Demonstrated experience managing SI partner delivery teams (Accenture, Deloitte, or equivalent) and third-party vendor relationships while maintaining internal product authority.
Ability to write clear, testable acceptance criteria and facilitate UAT with cross-functional business stakeholders.
Experience deploying Agentforce SDR Agent, Deal Agent, or Sales Coach Agent in production environments.
LTL (Less-Than-Truckload) or freight/logistics industry experience.
Familiarity with MuleSoft API-led connectivity patterns and system-of-record boundary design.
Experience with Copado or equivalent Salesforce-native CI/CD tooling for release management.
Background in B2B sales process design, including complex account hierarchies and multi-tiered pricing.
MBA or equivalent business acumen demonstrated through product strategy documentation and executive communication.
Experience with Agentforce pricing model optimization (Flex Credits, per-conversation, per-user) and AI vendor evaluation.
Work CONDITIONS:
Some travel required