API Monetization Field Specialist

salesforce.com, inc.; Chicago (IL); On-site; USD 150,000 - 227,000; Full time

Job summary

Salesforce is seeking a Field Specialist, API Monetization to close the gap between API usage and revenue. You will partner with Account Executives, acting as the technical lead for API-related deals and pricing discussions.

The role requires 10+ years in a technical or pricing-focused field, with deep API knowledge and the ability to explain complex pricing to technical and business stakeholders. This position emphasizes collaboration and precise pricing judgment.

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.
• 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 - confidently explaining API mechanics, usage patterns, and what a given spend level unlocks for the customer
• Use the usage forecasting calculator to size deals (credits or flat-rate) and walk both sellers and customers through the "why" behind a number
• Help identify which accounts to prioritize for API-related deals based on current usage patterns
• Meet directly with customers' technical teams to scope requirements and validate usage assumptions
• Keep the usage calculator accurate as the rate card and packaging evolve
• Feed field learnings back to product and pricing - surfacing patterns and recommending evolutions to the rate card or calculator
• Build reusable frameworks and playbooks so AEs can eventually self-serve on simpler deals
• Advise on and help ensure final deal terms related to APIs are structured correctly, in partnership with the AE and Deal Desk

Skills

APIs

Pricing models

Customer-facing

Sales collaboration

Technical communication

Job description

Salesforce is seeking a Field Specialist, API Monetization to close the gap between API usage and revenue. You will partner with Account Executives, acting as the technical lead for API-related deals and pricing discussions.

The role requires 10+ years in a technical or pricing-focused field, with deep API knowledge and the ability to explain complex pricing to technical and business stakeholders. This position emphasizes collaboration and precise pricing judgment.