Contracts Manager - U.S. Public Sector

salesforce.com, inc.; Washington (District of Columbia); On-site; USD 117,000 - 178,000; Full time

Job summary

Salesforce is seeking a highly experienced Contracts Manager to lead the end-to-end lifecycle of government contracts within the US Public Sector Legal team. The role focuses on negotiating modifications, SOWs, and complex agreements while liaising with contracting officers to manage regulatory risk and scalable processes.

Ideal candidates have 7–10+ years in government contracts within public sector or SaaS environments, with deep knowledge of FAR/DFARS and standard contract vehicles.

Qualifications

• Experience: 7-10+ years of government contracts in public sector or commercial tech SaaS.
• Regulatory expertise with FAR, DFARS, and commercial item acquisition rules.
• Industry focus on SaaS and professional services contracting.
• Strong background in government financial workflows including pricing and invoicing.

Responsibilities

• Lead end-to-end lifecycle of government contracts, ensuring FAR/commercial item compliance.
• Collaborate with Legal/Deal Strategy to maintain catalogs and resolve performance issues.
• Provide SME training on public sector procurement processes and governance improvements.

Skills

FAR knowledge

DFARS

Commercial item rules

Pricing/invoicing

Tools

WAWF

Contracting tools

Job description

To get the best candidate experience, please consider applying for a maximum of 3 roles within 12 months to ensure you are not duplicating efforts.

Job Category Program & Project Management

About Salesforce

Salesforce is the #1 AI CRM, where humans with agents drive customer success together. Here, ambition meets action. Tech meets trust. And innovation isn't a buzzword - it's a way of life. The world of work as we know it is changing and we're looking for Trailblazers who are passionate about bettering business and the world through AI, driving innovation, and keeping Salesforce's core values at the heart of it all.

Ready to level-up your career at the company leading workforce transformation in the agentic era? You're in the right place! Agentforce is the future of AI, and you are the future of Salesforce.

The Opportunity

Salesforce is seeking a high-performing, tech-savvy Contracts Manager to join our growing US Public Sector Legal team. In this high-visibility role, you will lead the end-to-end lifecycle management of government contracts, including negotiating modifications, Statements of Work (SOWs), and complex agreements.

Serving as the primary liaison between Salesforce and Government Contracting Officers, you will play a strategic role in advising internal business leaders, managing contractual risk, and scaling our public sector and national security business-with a primary focus on driving direct federal contract growth.

What You’ll Actually Be Doing

Contract Management & Execution

• Lead the end-to-end lifecycle of government contracts, ensuring strict compliance with FAR, agency-specific supplements, and internal corporate policies (e.g., revenue recognition, pricing rules, and approval matrixes).
• Manage contract execution, order conversions, pricing verifications, and contract close-outs.
• Collaborate with Accounts Payable/Receivable to oversee contract invoicing, payments, and administrative systems (e.g., WAWF).

Strategic Alignment & Cross-Functional Collaboration

• Partner closely with Legal and Deal Strategy teams to maintain product/pricing catalogs and resolve contract performance issues with agency program managers.
• Guide internal stakeholders on public sector procurement, proactively identifying contractual, regulatory, compliance, and financial risks while implementing effective mitigation strategies.
• Evaluate existing corporate agreements to identify operational bottlenecks and propose scalable, strategic solutions.

Enablement & Operational Excellence

• Act as a Subject Matter Expert (SME), delivering high-value training to internal teams on public sector procurement processes and best practices.
• Drive continuous process improvements, optimizing legal workflows, contracting tools, and governance strategies.

You're Our Person If...

• Experience: 7-10+ years of combined experience managing government contracts within the public sector or a commercial tech/software entity.
• Regulatory Expertise: Deep operational knowledge of:
  • FAR, DFARS, and commercial item acquisition rules.
  • Major contract vehicles (e.g., GSA Schedules, NASA SEWP, state-wide frameworks).
  • All standard FAR contract types (FFP, T&M, Cost-Plus, etc.).
• Industry Focus: Proven expertise in Software-as-a-Service (SaaS) and professional services contracting.
• Financial Oversight: Strong background in government financial workflows, including pricing structures, invoicing, and WAWF administration.
• National Security & Compliance: Practical knowledge of compliance, governance, and security considerations relevant to US Department of Defense (DoD) and Intelligence Community (IC) engagements.
• Business Acumen: Exceptional judgment with the ability to assess risk magnitude in a fast-paced commercial environment.
• Relationship Builder: Proven track record of cultivating trust with internal clients, cross-functional partners, and government contracting personnel.
• Adaptability: Thrives in a dynamic, high-growth, and rapidly evolving landscape.
• Integrity: Uncompromising ethical standards aligned with a values-driven corporate culture.

Even Better If...

• U.S. Government TS/SCI security clearance: ability to obtain and maintain clearance

Unleash Your Potential

When you join Salesforce, you'll be limitless in all areas of your life. Our benefits and resources support you to find balance and be your best, and our AI agents accelerate your impact so you can do your best. Together, we'll bring the power of Agentforce to organizations of all sizes and deliver amazing experiences that customers love.

Accommodations

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Posting Statement

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Any employee or potential employee will be assessed on the basis of merit, competence and qualifications - without regard to race, religion, color, national origin, sex, sexual orientation, gender expression or identity, transgender status, age, disability, veteran or marital status, political viewpoint, or other classifications protected by law. This policy applies to current and prospective employees, no matter where they are in their Salesforce employment journey. It also applies to recruiting, hiring, job assignment, compensation, promotion, benefits, training, assessment of job performance, discipline, termination, and everything in between. Recruiting, hiring, and promotion decisions at Salesforce are fair and based on merit. The same goes for compensation, benefits, promotions, transfers, reduction in workforce, recall, training, and education.

In the United States, compensation offered will be determined by factors such as location, job level, job-related knowledge, skills, and experience. Certain roles may be eligible for incentive compensation, equity, and benefits.

Salesforce offers a variety of benefits to help you live well including: time off programs, medical, dental, vision, mental health support, paid parental leave, life and disability insurance, 401(k), and an employee stock purchasing program. More details about company benefits can be found at the following link: https://www.salesforcebenefits.com.At Salesforce, we believe in equitable compensation practices that reflect the dynamic nature of labor markets across various regions.

The typical base salary range for this position is $117,400 - $177,600 annually. The range represents base salary only, and does not include company bonus, incentive for sales roles, equity or benefits, as applicable.