Product Manager - License and Entitlement Operations

Salesforce; Toronto; Híbrido; CAD 107.000 - 147.000; Jornada completa

Ventajas ofrecidas por este puesto de trabajo

Hybrid work environment

Descripción de la vacante

Salesforce’s Product Operations team is seeking a Licensing & Entitlements Lead to own design for new product launches and refresh licensing models. You’ll partner with Product, Pricing, Engineering, and Finance to define entitlement structures, ensure accurate mappings in CRM, and drive governance across cross-cloud licensing initiatives.

The role emphasizes cross-functional collaboration, rigorous data modeling, and clear business terms for customers and internal teams.

Formación

• 7+ years in product management or related role in SaaS/enterprise software.
• Experience creating licensing or entitlements for B2B SaaS.
• Launched new products or pricing models from concept to launch.
• Translate licensing requirements into data/technical specs.
• Read, write and troubleshoot XML.
• Use SOQL/SQL to query data and audit catalog consistency.
• Work with Git and release processes for configuration changes.

Responsabilidades

• Own licensing and entitlement design for launches.
• Define entitlement model for each offer (features, limits, provisioning).
• Recommend license structures to Product and Pricing teams.
• Ensure mappings of license to SKU and product records in CRM.
• Maintain traceability from SKU to license to entitlement to features.
• Collaborate with Engineering on entitlement behavior (hard/soft limits, trials).
• Build licensing governance into the NPI process; sign off on licenses for launches.
• Train project leads on baseline reviews and rebalance workload as volume changes.
• Create operating standards and enablement materials for stakeholders.
• Close licensing gaps and define ownership across cross-cloud licensing.

Conocimientos

Licensing design

Cross-functional collaboration

XML proficiency

SOQL/SQL

Git/version control

Product management

Pricing strategy collaboration

Herramientas

Salesforce metadata

CPQ/Revenue Cloud

Descripción del empleo

To get the best candidate experience, please consider applying for a maximum of 3 roles within 12 months to ensure you are not duplicating efforts.

Job Category

Operations

Job Details

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.

Ready to level-up your career at the company leading workforce transformation in the agentic era? You’re in the right place! Agentforce is the future of AI, and you are the future of Salesforce.

The Experience

Join Product Operations to own licensing and entitlements for new product launches at Salesforce. You'll turn packaging and pricing decisions into the licenses, entitlements, and selling rules that shape how customers, sellers, and operators experience our products. You'll partner with Pricing Strategy, Product Management, Engineering, Finance, and Sales Operations, and your business requirements will influence the roadmap for our provisioning systems. This is a hybrid role with three days in office each week.

What You'll Actually Be Doing

• Own licensing and entitlement design for launches. Define the entitlement model for each offer: which features are on, which limits apply, and how capacity is provisioned and enforced.


• Recommend license and entitlement structures to Product and Pricing teams, tying each option back to the business outcome you want.


• Validate license and entitlement compatibility, and make sure each one maps correctly to license containers and to SKU and product records in our CRM.


• Keep traceability from SKU to license to entitlement to feature, so every sellable item provisions what the customer bought.


• Partner with Engineering and Provisioning on how entitlements behave in the product, including hard vs. soft limits, overage handling, and trial-to-paid conversion.


• Build licensing governance into the NPI process for all new launches and repackaging efforts, moving strategy and technical validation earlier. Own license and entitlement sign-off for launches.


• Train Product Operations project leads to run baseline project-level reviews, and rebalance review work between them and this role as NPI volume changes.


• Create operating standards, including QA checklists, configuration menu options, and use cases. Develop enablement materials that support scalable, agentic question answering for product and pricing stakeholders.


• Close current licensing gaps. Define an ownership model for cross-cloud licensing decisions between Product and Prod Ops (including legacy products), with a clear split of responsibility between Prod Ops and the Platform team. Build an M&A licensing playbook for bringing acquired-company user licensing into our model.


• Assess financial and operational impact. Evaluate how usage-based pricing affects ACV, bookings, revenue recognition, forecasting, and sales compensation. Work with Finance, Deal Desk, and Sales Comp so new models fit approval workflows, discounting rules, and quota crediting.


• Assess the experience each design creates for customers (buying, provisioning, usage visibility), sellers (quoting, configuration), and internal operators (order management, support, renewals).


• Translate technical licensing capabilities and constraints into clear business terms, covering options, tradeoffs, and recommendations. Bring feasibility issues into packaging discussions early, before launch commitments are made.


• Write and maintain launch documentation, standards, and playbooks. Build and maintain a central licensing resource with our provisioning team that shows which tools exist, who owns what, and how licensing choices affect commercial outcomes.

You're Our Person If...

• You have 7+ years in product management, engineering, commercial operations, IT, or a similar role at a SaaS or enterprise software company, including 2+ years leading technical cross-functional programs.


• You have experience constructing licensing or entitlements for B2B SaaS, or experience in the product and engineering development lifecycle for SaaS products.


• You've taken new products or pricing models from packaging concept to launch as a product manager or engineer.


• You can develop business and technical requirements that drive the product and engineering roadmap for license construction, data model enhancements, and stakeholder tooling.


• You can read, write, and troubleshoot XML (structure, attributes, namespaces, schema validation) and catch errors in license and entitlement definitions before they reach production.


• You use SOQL, SQL, and AI tools to query product, license, and entitlement data, find mapping gaps, and audit catalog consistency.


• You can master the data model for licenses and entitlements and drive requirements to update it as commercial and product needs evolve.


• You work with source control (e.g., Git) and structured engineering release processes for configuration changes.

Even Better If...

• You're familiar with metadata-driven platforms such as Salesforce metadata and CPQ/Revenue Cloud.


• You've set structure and standards in ambiguous environments where none existed.


• You can go deep on license mechanics with engineers, then summarize the decision and its impact for executives in a few sentences.


• You've driven alignment across Pricing, Product, Finance, Sales, and Engineering without direct authority.


• You bring strong systems thinking and attention to detail, since a single mapping error can block provisioning or misstate revenue.

Unleash Your Potential

When you join Salesforce, you’ll be limitless in all areas of your life. Our benefits and resources support you to find balance and be your best, and our AI agents accelerate your impact so you can do your best. Together, we’ll bring the power of Agentforce to organizations of all sizes and deliver amazing experiences that customers love. Apply today to not only shape the future — but to redefine what’s possible — for yourself, for AI, and the world.

Accommodations

If you need a reasonable accommodation during the application or the recruiting process, please submit a request via this Accommodations Request Form.

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Posting Statement

Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment. What does that mean exactly? It means that at Salesforce, we believe in equality for all. And we believe we can lead the path to equality in part by creating a workplace that’s inclusive, and free from discrimination. Know your rights: workplace discrimination is illegal. 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.

At Salesforce, we believe in equitable compensation practices that reflect the dynamic nature of labor markets across various regions. For Ontario-based roles, the base salary hiring range for this position is CAD 107,200 to CAD 147,400 annually. The range represents base salary only, and does not include company bonus, incentive for sales roles, equity or benefits, as applicable. This posting is to fill a vacancy on our team, unless otherwise noted.