Industry Strategist, Life Sciences Acceleration Hub

The Director/Senior Director, Industry Strategist joins our Global Life Sciences Acceleration Hub, combining deep industry insight with implementation expertise. This person is a recognized subject-matter expert on the life sciences ecosystem, with a focus on commercial pharma but not exclusive to it.

They drive implementation success, insights, and velocity across both Salesforce-led and partner ecosystem-led programs, ensuring our accelerators and delivery artifacts translate real customer business processes into usable, adopted product capability.

They also inform global GTM strategy and help educate Sales, Industry Advisor, and Services Sales teams on the GTM playbook, a meaningful contribution to the role but not its primary measure of success. This is a senior, high-visibility role requiring executive presence, sound independent judgment, and the ability to operate with significant autonomy.

Key Responsibilities

• Set the industry point-of-view strategy on trends, regulatory shifts, and competitive positioning across the life sciences ecosystem
• Partner with product, engineering, customer success, and sales leadership to map customers' business processes and business journeys against product capabilities, ensuring implementation teams understand the key requirements of key roles across the life sciences ecosystem
• Map customers' user personas to product capabilities, defining business processes for key customer personas, for example MSLs (Medical Science Liaisons) or FSRs (Field Service Reps), and ensuring reusable templates exist to implement against these personas at scale, formally identifying and escalating product gaps based on real customer business processes
• Guide the Acceleration Hub's builder teams to create the right usable, adoptable industry accelerators and delivery artifacts, and drive their adoption across SF-led and partner-led programs
• Serve as a trusted, senior voice with customers throughout their implementation journey, advising and challenging executive stakeholders toward modern approaches that drive success without sacrificing required capabilities or regulatory compliance
• Coach partners and internal Salesforce consultants on industry best practices, and enable sales teams to communicate value and integrate real customer and user insights into proposals
• Partner with Business Value Services (the internal value-engineering team that builds the ROI and financial business case for customer transformations) to shape business value narratives, and translate that output into measurement frameworks for evaluating customer outcomes post-implementation
• Connect customer and ecosystem insight to future product direction, using post-implementation evaluation as a lever to influence the product roadmap rather than only being driven by it, ensuring the role both informs and is informed by what is current, planned, and needed next
• Contribute industry and implementation insight to global GTM strategy, and support the GTM playbook by educating Sales, Industry Advisor, and Services Sales teams
• Collaborate with product marketing to shape industry-specific value propositions and enablement content
• Represent the company as an external thought leader: webinars, conference talks, analyst briefings, customer advisory boards
• Own reporting on implementation velocity, adoption of accelerators, and delivery insights across SF-led and partner ecosystem programs
• Deliver polished, high-impact updates to internal leadership and external customer executives

Qualifications

• 10+ years of experience in life sciences/commercial pharma with deep domain expertise (12+ preferred for Senior Director)
• Extensive experience implementing CRM solutions in commercial pharma, or advising IT teams as a product owner or key stakeholder on CRM implementations
• Demonstrated, senior-level ability to map ecosystem roles/personas to product and technical capabilities and identify capability gaps against real customer business processes
• Deep working knowledge of life sciences regulatory requirements and how they constrain or shape implementation approaches
• Track record leading or advising implementation programs in a strategist, consulting, or product ownership capacity, ideally with prior people or program leadership experience
• Experience coaching consultants, partners, or sales teams, and partnering with business value or value-engineering functions to build outcome and measurement frameworks
• Strong executive presence, a confident and direct voice, and the ability to synthesize complex industry dynamics into clear narratives for C-level audiences
• Comfortable moving fast and driving decisions with incomplete information
• Experience with Salesforce or similar CRM/forecasting tools a plus
• Excellent written and verbal communication skills

What Success Looks Like

• Improved implementation velocity and success across SF-led and partner ecosystem-led programs
• High adoption of industry accelerators and delivery artifacts by builder and delivery teams
• Recognized as a trusted, challenging industry voice internally, with customers, and externally in the market
• Partners, internal consultants, and sales teams measurably better equipped to communicate value and apply user insights, with post-implementation outcomes tracked against a defined measurement framework
• Field and customer insight demonstrably shaping the product roadmap, not just responding to it
• Meaningful, credited contribution to global GTM strategy and playbook education for Sales, Industry Advisor, and Services Sales teams