API Monetization Field Expert

Salesforce; San Francisco (CA); On-site; USD 150,000 - 227,000; Full time

Job summary

Salesforce is seeking a Field Specialist, API Monetization in San Francisco to close the gap between engineering, sales, and pricing. You will be the primary technical contact for customers on API-related deals, using deep product knowledge and a usage forecast to size opportunities and explain pricing.

With 10+ years in technical or pricing roles, you will partner with AEs throughout the sales cycle, defend quantitative models, and help evolve the rate card and calculator.

Qualifications

• 10+ years in a technical, customer-facing, or pricing/consumption-modeling role.
• Deep fluency in APIs, rate limiting, and usage-based pricing models.
• Comfortable owning and defending a quantitative model in front of a skeptical customer or seller - not just building one.
• Track record partnering with sales teams on complex technical or commercial deals.
• Strong communication skills; equally credible with technical and business stakeholders.
• Experience translating field and customer feedback into product or pricing input.

Responsibilities

• Partner with AEs on deals involving API usage, rate limits, or platform consumption.
• Serve as the technical expert in customer conversations - explain API mechanics, usage patterns, and what a given spend level unlocks for the customer.
• Use the usage forecasting calculator to size deals and walk both sellers and customers through the rationale.
• Help identify which accounts to prioritize for API-related deals based on usage patterns.
• Meet directly with customers' technical teams to scope requirements and validate usage assumptions.
• Keep the usage calculator accurate as pricing evolves.
• Provide field learnings to product and pricing for rate-card evolution.
• Build reusable frameworks and playbooks for AE self-serve on simpler deals.
• Advise on final deal terms related to APIs in partnership with AE and Deal Desk.

Skills

APIs & pricing knowledge

Sales collaboration

Technical storytelling

Communication skills

Pricing modeling

Tools

Usage forecasting calculator

Job description

Salesforce is seeking a Field Specialist, API Monetization in San Francisco to close the gap between engineering, sales, and pricing. You will be the primary technical contact for customers on API-related deals, using deep product knowledge and a usage forecast to size opportunities and explain pricing.

With 10+ years in technical or pricing roles, you will partner with AEs throughout the sales cycle, defend quantitative models, and help evolve the rate card and calculator.