AI Workforce Sales Leader

Overview

The AI Workforce Sales Leader is a senior sales leadership role responsible for driving Microsoft’s AI-powered transformation across a large, high-impact Financial Services portfolio, with a strong focus on Banking. This leader will set the vision and strategy for engaging executive stakeholders, articulating the AI market landscape, and accelerating adoption of cutting-edge AI solutions that deliver meaningful business outcomes for customers. The role requires deep fluency in the AI ecosystem and the ability to tell a compelling, forward-looking AI story—connecting market trends, customer challenges, and technology innovation into a clear value proposition.

In this role, you will lead and develop a seasoned sales organization, owning pipeline strategy, forecasting accuracy, and go-to-market execution across a complex territory. Success requires proven experience leading large sales teams, managing sophisticated enterprise pipelines, and partnering closely with customers to shape long-term AI strategies. While industry experience in Banking or Financial Services is beneficial, priority will be given to candidates with strong AI domain expertise and experience selling or shaping AI solutions in-market today. This is a critical leadership role for a results-driven sales executive who thrives at the intersection of AI innovation, customer impact, and people leadership.

The AI Workforce Sales Leader leads discussions with customer stakeholders and decision makers to identify, qualify, prioritize and accelerate sales opportunities. Supports the development of solutions to enable AI- and cloud-driven transformations for existing and new customers within the region. Engages in sales pipeline reviews to drive forecasting accuracy and maintains sales and/or consumption pipeline hygiene to enable tracking to achieve assigned sales metrics using all available tools, resources, and processes. Analyzes business and emerging opportunities to improve the customer portfolio and encourage customer innovation, while leveraging technology to drive growth. Assesses and qualifies sales opportunities following sales frameworks and guidelines, utilizing AI-driven insights and tools to provide personalized solutions, tailored recommendations, and strategic guidance that foster long-term trusted relationships throughout the customer sales journey, while incorporating and aligning within the customer’s security priorities.

Leads and mentors multiple teams in discussions with senior stakeholders and decision makers for high-value customers to deepen relationships and identify, qualify, and accelerate sales opportunities. Sets strategy for teams on whitespace analysis and identifying business opportunities and market gaps within the assigned territory, utilizing AI-driven market intelligence tools to assess trends and insights. Leads team in comprehensively evaluating of territory and crafts strategic insights to align sales initiatives with customer business priorities and outcomes, incorporating AI-driven predictive analytics to forecast future market needs. Leads teams in the development and implementation of solutions to enable artificial intelligence (AI)- and cloud-driven transformations for existing and new customers across the territory, emphasizing the integration of cutting-edge AI technologies and cloud services. Leads teams on leading sales pipeline reviews across the territory with internal senior stakeholders to drive forecasting accuracy and meeting sales targets, ensuring the use of AI-powered analytics and forecasting tools to enhance precision. Coaches team on leading the sales strategy tailored to each customer's security priorities, showcasing Microsoft's dedication to secure, AI-powered transformation and addressing their specific needs within the customer success plan, fostering long-term partnerships through AI-driven insights. In addition, this role has people management responsibilities including driving employee growth and development, executing projects, and managing performance.

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

Responsibilities
Customer Engagement

• Ensures teams adhere to sales frameworks and guidelines to assess and qualify sales opportunities, ensuring alignment with AI-enhanced sales methodologies and best practices. Leverages expertise in strategy development to empower teams in securing complex, high-value deals. Drives collaboration across organizations (e.g., Account Team Unit [ATU], CSU, ISD, GPS) to lead deal orchestration and ensure effective handoffs throughout the deal lifecycle. Coaches team on advancing best practices to obtain customer commitment, secure deals, and reduce exposure to risks that impacts sales success across the territory.
• Coaches team on leading the sales strategy tailored to each customer's security priorities, showcasing Microsoft's dedication to secure, AI-powered transformation and addressing their specific needs within the customer success plan, fostering long-term partnerships through AI-driven insights. Leads partner teams, resources and fosters lasting relationships that activate co-selling strategies and drive partner attach to each opportunity through every stage in the sales lifecycle. Leads team on leading partner organization connections (i.e. GPS) that lead to enduring relationships, share gains, partner health and alignment with execution plans to accelerate customer value realization at scale.

People Management

• Managers deliver success through empowerment and accountability by modeling, coaching, and caring. Model: Live our culture. Embody our values. Practice our leadership principles. Coach: Define team objectives and outcomes. Enable success across boundaries. Help the team adapt and learn. Care: Attract and retain great people. Know each individual’s capabilities and aspirations. Invest in the growth of others.

Sales & Pipeline Management

• Sets the direction for business analysis and the emerging opportunities to refine the customer portfolio and foster customer innovation across multiple teams. Advocates for the adoption of technologies (e.g., AI sales agents, automation, Power Platforms) to drive growth across the territory. Provides strategic direction and guidance across teams on integrating propensity, renewal, consumption, and usage data to prioritize sales strategy. Directs teams in refining partner engagement for each account and/or opportunity, ensuring seamless handoffs with other teams (e.g., Global Partner Solutions [GPS], Customer Success Unit [CSU], Industry Solutions Delivery [ISD], Partner) throughout the deal lifecycle.
• Leads teams on leading sales pipeline reviews across the territory with internal senior stakeholders to drive forecasting accuracy and meeting sales targets, ensuring the use of AI-powered analytics and forecasting tools to enhance precision. Leads team on maintaining sales and/or consumption pipeline hygiene on all opportunities and milestones using all available tools and processes. Empowers teams to maintain usage and/or consumption pipeline hygiene to actively monitor adoption trends, identify opportunities for intervention, enabling customers to realize the value of solutions purchased, drive expansion, and ensure healthier, more predictable renewals.

Sales Strategy

• Leads team in comprehensively evaluating of territory and crafts strategic insights to align sales initiatives with customer business priorities and outcomes, incorporating AI-driven predictive analytics to forecast future market needs. Empowers teams to drive cross-functional collaboration to propose solutions and strategies that resonate with and drive customer business objectives. Drives the identification and resolution of gaps, enhancing market engagement and maximizing sales execution.
• Leads teams in the development and implementation of solutions to enable artificial intelligence (AI)- and cloud-driven transformations for existing and new customers across the territory, emphasizing the integration of cutting-edge AI technologies and cloud services. Acts as a resource for and drives team on crafting and refining strategies and engaging with customers to distinguish Microsoft’s offerings in the competitive landscape. Leads team on acting as a subject matter expert and trusted advisor for strategic customers and orchestrating the adoption of innovative technologies and solutions that align with their goals align and advance their strategic goals and drive digital transformation.
• Sets strategy for teams on whitespace analysis and identifying business opportunities and market gaps within the assigned territory, utilizing AI-driven market intelligence tools to assess trends and insights. Translates and provides guidance on complex market intelligence, trends, and insights across multiple teams. Leads team in refining and evolving market analysis methodologies to ensure proactive alignment with strategic directives and evolving market trends.
• Leads and mentors multiple teams in discussions with senior stakeholders and decision makers for high-value customers to deepen relationships and identify, qualify, and accelerate sales opportunities. Serves as a key point of contact and ensures strategic collaboration with internal senior stakeholders within and across organizations to maximize customer success. Directs partnerships with account teams and customers to discuss the use of technological advancements for market influence. Champions and reinforces security principles in customer interactions, opportunity, and pursuits to uphold trust and compliance standards. Models for and coaches team on, and develops a team consumption/usage strategy for driving seller behaviors that include support solutions in every solution sale in collaboration cross organizationally as part of rhythms and scrums.

  

Qualifications
Required/minimum qualifications

• Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 6+ years experience in technology-related sales or account management OR equivalent experience.

 Additional or preferred qualifications

• Master's Degree in Business Administration (i.e., MBA), Information Technology, Information Security, or related field AND 8+ years experience in technology-related sales or account management OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 12+ years experience in technology-related sales or account management OR equivalent experience.
• 6+ years solution or services sales experience.
• 3+ years people management experience.
• Experience selling AI solutions.

  

Solution Area Specialists M5 - The typical base pay range for this role across the U.S. is USD $133,000 - $222,700 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $170,300 - $239,800 per year.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:
https://careers.microsoft.com/us/en/us-corporate-pay

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.