API Monetization Field Specialist

salesforce.com, inc.; California (MO); On-site; USD 150,000 - 248,000; Full time

Job summary

Salesforce is seeking a Field Specialist, API Monetization to close the gap in API-driven revenue. You will partner with Account Executives as the primary technical contact on API-related deals, using deep product knowledge and a usage forecasting model to size deals and explain pricing.

This role requires a deep fluency in APIs and usage-based pricing, strong communication with both technical and business stakeholders, and experience guiding complex technical or commercial deals.

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 - explaining API mechanics, usage patterns, and what a given spend level unlocks for the customer.
• Use the usage forecasting calculator to size deals and walk sellers and customers through the reason behind a number.
• Help identify which accounts to prioritize for API-related deals based on current usage patterns.
• Meet with customers' technical teams to scope requirements and validate usage assumptions.
• Keep the usage calculator accurate as pricing evolves.
• Feed learnings back to product and pricing to surface patterns and suggest rate-card evolutions.
• Build reusable frameworks and playbooks for self-serve on simpler deals.
• Advise on final deal terms related to APIs in partnership with AE and Deal Desk.

Skills

APIs

Pricing models

Customer facing

Sales collaboration

Tools

Usage forecasting calculator

Job description

Salesforce is seeking a Field Specialist, API Monetization to close the gap in API-driven revenue. You will partner with Account Executives as the primary technical contact on API-related deals, using deep product knowledge and a usage forecasting model to size deals and explain pricing.

This role requires a deep fluency in APIs and usage-based pricing, strong communication with both technical and business stakeholders, and experience guiding complex technical or commercial deals.