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About the Role
Salesforce is seeking a Manager of Pricing Product & Operations to serve as the business owner and functional lead for their Success Plans Pricing Calculator. This role bridges the gap between commercial pricing strategy, field deal support, and technology, acting as the functional authority on pricing fundamentals, tool logic, and requirements.
Responsibilities
- Serve as the subject matter expert and frontline resource for Account Execs and Deal Desk for deal scenarios in the pricing calculator.
- Lead training sessions and create practical reference guides to upskill commercial teams on calculator workflows, pricing logic updates, and best practices.
- Define, prioritize, and document comprehensive business requirement documents (BRDs) and functional specifications for the DET team.
- Partner closely with the broader Success Plan Pricing & Packaging team to translate evolving pricing frameworks, service tiers, and rate structures into clear system logic.
- Define test scenarios and lead business-side User Acceptance Testing (UAT) to validate tool accuracy against pricing policies.
- Collaborate with technical teams to ensure seamless end-to-end data flow and connectivity between the calculator, CRM, and downstream CPQ or billing engines.
- Perform advanced data analysis on quoting patterns, regional discounting trends, and tool utilization to build and present strategic insights for senior leadership reviews.
- Establish, maintain, and audit approval threshold logic, exception triggers, and delegation-of-authority matrices encoded in the tool.
- Track feature adoption, gather frontline commercial feedback, and manage the functional enhancement roadmap to reduce quoting friction and improve quote turnaround time.
Requirements
- 5+ years of experience across Pricing Operations, Commercial Finance, Revenue Operations, or Deal Desk, with proven success acting as a functional lead or business product owner for commercial tools.
- Strong mastery of enterprise pricing mechanics, commercial structures, recurring revenue models (ARR/ACV), services packaging, and multi-tier discounting governance.
- Demonstrated track record of writing detailed business requirements, user acceptance criteria, and workflow logic for engineering/IT development teams.
- Advanced data analysis skills (advanced Excel/Google Sheets, SQL, BI tools such as Tableau) with proven ability to synthesize raw deal data into strategic narratives for executive leadership.
- Exceptional communication skills with the ability to translate complex pricing logic for sales reps under deal pressure while simultaneously aligning with technical developers and executive stakeholders.
Skills
- Pricing Operations
- Commercial Finance
- Revenue Operations
- Deal Desk
- Enterprise pricing mechanics
- Commercial structures
- Recurring revenue models (ARR/ACV)
- Services packaging
- Multi-tier discounting governance
- Business requirements documentation
- User acceptance criteria
- Workflow logic
- Advanced Excel/Google Sheets
- SQL
- BI tools (Tableau)
- Stakeholder management
- Communication skills
- CRM/CPQ ecosystems (e.g., Salesforce CPQ)
- Agile/Scrum product delivery workflows
- Requirements tooling (e.g., Jira, GUS)
Location
- Remote
Work Type
- Full-time
Experience Level
- 5+ years
Education Level
- Bachelor’s degree in Finance, Economics, Business Administration, Information Systems, or a related quantitative field (or equivalent practical experience).
Benefits
- Time off programs
- Medical
- Dental
- Vision
- Mental health support
- Paid parental leave
- Life and disability insurance
- 401(k)
- Employee stock purchasing program
About the Company
- Salesforce is the #1 AI CRM, where humans with agents drive customer success together.
- 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.
- Agentforce is the future of AI, and you are the future of Salesforce.
Equal Opportunity
- Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment.
- At Salesforce, we believe in equality for all.
- We believe we can lead the path to equality in part by creating a workplace that’s inclusive, and free from discrimination.
- Any employee or potential employee will be assessed on the basis of merit, competence and qualifications – without regard to race, religion, color, national origin, sex, sexual orientation, gender expression or identity, transgender status, age, disability, veteran or marital status, political viewpoint, or other classifications protected by law.
- This policy applies to current and prospective employees, no matter where they are in their Salesforce employment journey.
- It also applies to recruiting, hiring, job assignment, compensation, promotion, benefits, training, assessment of job performance, discipline, termination, and everything in between.
- Recruiting, hiring, and promotion decisions at Salesforce are fair and based on merit.
- The same goes for compensation, benefits, promotions, transfers, reduction in workforce, recall, training, and education.