API Monetization Field Specialist

Salesforce, Inc.; Washington, Northern (IL, KY); Hybrid; USD 150,000 - 248,000; Full time

Job summary

Salesforce, Inc. seeks a Field Specialist, API Monetization to bridge API usage and pricing with revenue outcomes. You’ll partner with AEs to scope API-driven deals, explain rate cards, and size opportunities using a forecasting calculator.

Your technical depth and communication will build trust with enterprise buyers. You’ll own the technical conversations, defend pricing models, and shape product and pricing inputs through learnings from customer interactions while not owning the deal closure

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 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 with both technical and business stakeholders.

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 rationale.
• Identify accounts to prioritize for API-related deals based on usage patterns.
• Meet with customers’ technical teams to scope requirements and validate usage assumptions.
• Keep the usage calculator accurate as rate cards and packaging evolve.
• Provide feedback to product and pricing teams, surfacing patterns and proposing evolutions to the rate card or calculator.
• Build reusable frameworks and playbooks so AEs can self-serve on simpler deals.
• Advise on final deal terms related to APIs in partnership with AE and Deal Desk.

Skills

APIs

Usage-based pricing

Pricing modeling

Sales collaboration

Technical communication

Tools

Forecasting calculator

Pricing tools

Job description

Salesforce, Inc. seeks a Field Specialist, API Monetization to bridge API usage and pricing with revenue outcomes. You’ll partner with AEs to scope API-driven deals, explain rate cards, and size opportunities using a forecasting calculator.

Your technical depth and communication will build trust with enterprise buyers. You’ll own the technical conversations, defend pricing models, and shape product and pricing inputs through learnings from customer interactions while not owning the deal closure