Licensing Consultant

salesforce.com, inc.; Indianapolis (IN); On-site; USD 110,000 - 180,000; Full time

Job summary

Salesforce, Inc. is seeking a Licensing Consultant to advise on complex multi-cloud licensing strategies and deal structures within the Global Licensing Programs team.

You will partner with Sales, Legal, and Deal Desk to ensure compliant, scalable solutions while contributing to knowledge resources and best practices. You will leverage analytics tools like Tableau to analyze licensing usage and support strategic decisions, acting as a bridge between operations and senior leadership in a

Qualifications

• Experience coordinating complex business processes with deal negotiation, risk management, or enterprise SaaS implementation.
• Deep knowledge of software licensing models (Subscription, SaaS, Consumption).
• Elite written, verbal, and visual communication skills across the org.
• Ability to translate data into compelling, data-driven decisions.
• Urgent, adaptable performer who can guide deals and advise on multi-million structures.

Responsibilities

• Guide the Deal Cycle, structuring complex multi-cloud agreements with Sales and Legal.
• Manage escalations and partner with Senior Consultants on high-visibility deals.
• Investigate product implementation issues and ensure policy compliance in practice.
• Scale guidance by integrating AI and automated workflows for faster responses.
• Lead operational improvements and GTM shifts, and drive compliance initiatives.
• Develop playbooks and SOPs from frontline observations to reduce risk.
• Educate the field with licensing training and enablement sessions.
• Use Tableau/Data Cloud for licensing analytics to support decisions.
• Navigate nuanced customer conversations to maintain revenue momentum.

Education

Bachelor's Degree or equivalent

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

Finance

Job Details

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.

As a Licensing Consultant on the Global Licensing Programs (GLP) team, you serve as a critical strategic advisor and escalation point within the Salesforce Foundations ecosystem-spanning Tableau, CRM Analytics, MuleSoft, Data360, and Agentforce. You are the vital bridge between foundational operations and senior deal architecture. In this dynamic, field-facing role, you will flex across a wide spectrum of complexity: seamlessly blending hands-on tactical resolution with high-level consultative guidance on complex, multi-cloud deals. You will partner with Sales, Legal, Deal Desk, and Product to ensure compliance and drive revenue, while actively shaping the team's knowledge repository and business guides to deliver real-time, scalable solutions for the future.

Deal Consultation & Escalation Management

• Guide the Deal Cycle: Consult directly with Sales, Legal, and peers across P2C including Deal Desk, Sales Ops, and Provisioning, to structure complex, multi-cloud agreements. You will ensure standard and non-standard deals are executed effectively and aligned with licensing policies.
• Flex the Complexity: Operate across a fluid spectrum of business needs. You will manage daily, high-priority escalations from our foundational operations team, while simultaneously scaling up to partner with Senior Consultants on critical, high visibility negotiated and enforced agreement structures.
• Maintain Tactical Readiness: While your primary focus is consultative, you will remain hands-on in the operational trenches-investigating intricate product implementation issues, identifying non-compliant usage, and maintaining a deep, practical understanding of our systems.

Systemic Improvement & AI Integration

• Scale with Modern Tooling: Actively integrate AI and automated workflows into your daily consultation practices to scale your output and ensure the guidance provided to Sales is highly reliable and rapidly delivered.
• Lead Process & Projects: Support and lead medium-scale operational improvements and shifts in GTM strategy. You will act as a key stakeholder in executing End of Life (EOL) product transitions, driving compliance campaigns (e.g., Attrition Defense), and enabling feature adoption across the broader GLP organization.
• Mitigate Risk & Build Playbooks: Proactively identify trends in licensing escalations. Partner with leadership to create strategies for compliance risk mitigation, translating your frontline observations into new standard operating procedures.

Cross-Functional Enablement

• Educate the Field: Identify gaps in our internal knowledge base and actively contribute to the GLP team's comprehensive licensing training portfolio, delivering enablement sessions to cross-functional partners.
• Data-Driven Storytelling: Utilize advanced analytics (Tableau, Data Cloud) to investigate licensing usage and provide programmatic analysis that supports GLP team positions and drives strategic business decisions.
• Manage the Narrative: Handle highly nuanced customer-facing and sales-facing context, steering direct conversations to resolve friction and clarify policy without slowing down revenue.

Required Skills/Experience:

• Experienced Advisor: You bring 4+ years of experience coordinating complex business processes, with a heavy focus on deal negotiation, risk management, compliance, or enterprise SaaS product implementation. (Bachelor's Degree or equivalent directly relevant experience required; advanced degree preferred).
• Domain Expert: You possess deep, practical knowledge of software licensing models (Subscription, SaaS, Consumption) with proven client- or vendor-side exposure.
• Exceptional Communicator: You exhibit elite written, verbal, and visual communication skills, capable of translating highly technical concepts to all levels of the organization-from operations specialists to Sales VPs.
• An Analytical Storyteller: You don't just pull data; you use data analysis and visualization to communicate a compelling story and champion data-driven decisions that challenge the status quo.
• A Driven Doer: You operate with a strong sense of urgency and a fluid adaptability, comfortably pivoting from executing a tactical system fix to advising on a multi-million dollar deal structure.

This role places you at the very center of how Salesforce monetizes its most strategic platforms. You will gain unparalleled visibility into complex software deal execution and cross-functional project leadership. By mastering this fluid, high-impact environment, you will build the specific portfolio of strategic success required to advance toward Senior Licensing Consultant and leadership tracks.

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

If you need a reasonable accommodation during the application or the recruiting process, please submit a request via this Accommodations Request Form.

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Posting Statement

Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment. What does that mean exactly? It means that at Salesforce, we believe in equality for all. And we believe we can lead the path to equality in part by creating a workplace that's inclusive, and free from discrimination. 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.