Product Manager - License and Entitlement Operations

Salesforce Partner Canada; Toronto; Hybrid; CAD 120,000 - 180,000; Full time

Job summary

Salesforce Partner Canada is seeking a Senior Licensing Product Manager to own licensing and entitlements for new product launches. You will define entitlement models, map licenses to SKU and product records, and drive governance across pricing, product, and engineering.

This hybrid role requires coordinating with multiple teams and ensuring scalable provisioning. You will lead cross-functional programs, translate technical licensing capabilities into business terms, and contribute to the

Qualifications

• 7+ years in product management, engineering, commercial operations, IT, or a similar role in SaaS or enterprise software.
• 2+ years leading technical cross-functional programs.
• Experience constructing licensing or entitlements for B2B SaaS.
• Took new products or pricing models from packaging to launch as PM or engineer.
• Able to read, write, and troubleshoot XML for license/entitlement definitions.
• Proficient with SOQL/SQL to query data and audit catalog consistency.
• Familiar with Git and structured engineering release processes.

Responsibilities

• Own licensing and entitlement design for launches and define entitlement models for offers.
• Recommend license/entitlement structures to Product and Pricing teams tied to business outcomes.
• Validate licensing mappings to CRM records and SKU/product data.
• Maintain traceability from SKU to license to entitlement to feature.
• Collaborate with Engineering on entitlement behavior, limits, and trial-to-paid conversion.
• Incorporate licensing governance into the NPI process and secure sign-off for launches.
• Train project leads on baseline reviews and rebalance work as volume changes.
• Create operating standards, QA checklists, and enablement materials for stakeholders.
• Close licensing gaps and define ownership across cross-cloud licensing and M&A plays.
• Assess financial and operational impact; ensure models fit approval workflows and discounts.

Skills

Licensing design

SaaS experience

SOQL

SQL

XML

Git

Cross-functional leadership

Product management

Tools

Salesforce CPQ

XML tooling

SQL clients

Job description

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.

Description

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.