Senior Director, BVS, Customer Financial Officer

About this role

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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.
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This is an outstanding opportunity to join the Salesforce Business Value Services (BVS) team as a senior-level strategic advisor, a role focused on influencing outcomes for our most strategic customers. The Field CFO is a pinnacle individual contributor role, serving as a critical engagement layer designed to shape and guide executive decision-making. This role represents a blend of executive-level strategic counsel, frontline commercial execution, and a relentless focus on financial stewardship to drive tangible results.

The Salesforce Business Value Services (BVS) team is a critical partner to the Sales organization, providing indispensable strategic guidance for our largest and most complex customer engagements. In today's market, with C-Suite and board-level executives expecting rigorous cost justification for all technology investments, this role is more critical than ever. As a Field CFO, you will operate as a peer to our customers' C-Suite and executives across LOBs/Divisions, Technology, and Finance, helping them frame their most ambitious transformation programs in the language of strategic and financial impact that directly influences their key business outcomes. You will be the indispensable strategic business partner shepherding our customers from initial strategy to a state of readiness for sustainable value realization, ensuring that every step is architected to produce measurable results.

You will be responsible for overseeing our largest deals, serving as a trusted advisor to both customer executives and our own senior sales leadership. Your work will involve evangelizing sophisticated investment justifications, architecting complex commercial structures, and challenging conventional thinking to lead the financial and strategic aspects of deal negotiation to maximize mutual value and materially influence the final deal outcome. We are seeking a seasoned executive with deep financial acumen, a consultative mindset, and a proven track record of advising on large-scale digital transformations and influencing successful outcomes.

What You Will Be Doing

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Transformation Envisioning & Value Framing: Lead discovery dialogues and strategic workshops with the C-Suite and executives across LOBs/Divisions, Technology, and Finance, challenging the customer to develop a provocative point of view on value creation. Influence the co-creation of a compelling transformation imperative that connects our platform's capabilities directly to the customer's highest-priority strategic and financial objectives, shaping the desired business outcomes from the very beginning.

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Executive Advisory & Strategic Partnership: Serve as a direct strategic advisor to customer executives, shepherding them in the quantification and articulation of the tangible business value and financial impact of their transformation initiatives with Salesforce. Build and maintain relationships based on trust and credible expertise with the C-Suite and executives across LOBs/Divisions, Technology, and Finance, leveraging this influence to drive consensus and commitment to a shared vision of success.

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Financial Justification & Investment Strategy: Oversee the development of and evangelize board-level business cases and sophisticated ROI/TCO analyses that serve as the financial foundation for significant technology investments. Influence the investment decision by ensuring the financial justification is rigorous, defensible, and directly tied to the expected business outcomes.

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Commercial & Negotiation Leadership: Act as a senior "Deal Advisor" for our most strategic accounts. You will oversee the development of comprehensive deal strategies, negotiation plans, and concession strategies designed to drive higher ACV capture and reduce discounting, evangelizing this approach with senior sales management and directly influencing the commercial outcome of the deal.

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Value Realization Readiness: Shepherd the customer through the process of establishing a framework for measuring value, thereby preparing them to engage in post-sales value realization processes and ensuring they are equipped to achieve the business outcomes defined in the initial business case.

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Cross-Functional Leadership: Act as a central point of orchestration, working with core BVS practitioners, account teams, and extended teams (REG Industries Leadership, SE leadership, GTM leadership, CSG leadership, ProServ, GSIs, etc.) to ensure alignment and a unified approach to strategic customer engagements, influencing the internal team to rally behind a common goal of delivering customer outcomes.

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Thought Leadership & Mentorship: Act as a senior mentor and coach to the broader BVS and sales ecosystem. Disseminate best practices in value-based selling, financial acumen, and executive engagement to elevate the capabilities of the entire team, thereby influencing the team's ability to consistently deliver outstanding customer outcomes.

What We Are Looking For

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Executive Experience: 20+ years of combined experience in top-tier management consulting, investment banking, corporate strategy, or an executive-level value advisory role. A proven track record as a…