API Monetization Specialist

salesforce.com, inc.; New York (NY); On-site; USD 150,000 - 227,000; Full time

Job summary

Salesforce is seeking a Field Specialist, API Monetization to become the primary technical contact for customers on all API-related matters. You will size deals, explain pricing, and build trust with technical buyers throughout the sales cycle.

This role requires deep API knowledge, experience with usage-based pricing, and a track record of partnering with sales teams on complex deals. You will influence pricing, rate cards, and packaging while supporting AE colleagues.

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 - 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

Rate limits

Usage-based pricing

Sales collaboration

Communication skills

Job description

Salesforce is seeking a Field Specialist, API Monetization to become the primary technical contact for customers on all API-related matters. You will size deals, explain pricing, and build trust with technical buyers throughout the sales cycle.

This role requires deep API knowledge, experience with usage-based pricing, and a track record of partnering with sales teams on complex deals. You will influence pricing, rate cards, and packaging while supporting AE colleagues.