Manager, Pricing Product & Operations for Success Plans

Salesforce, Inc.; Atlanta (GA); On-site; USD 140,000 - 190,000; Full time

Job summary

Salesforce, Inc. is seeking a Manager of Pricing Product & Operations to own the Success Plans Pricing Calculator, bridging pricing strategy, deal support, and technology. You’ll act as the primary contact for sales, define BRDs, and guide tool logic with the DET partners.

You’ll analyze quoting patterns, govern pricing processes, and coordinate UAT and releases, ensuring accurate system behavior across CRM and CPQ integrations for enterprise deals.

Qualifications

• 5+ years in Pricing Operations or related fields.
• Mastery of enterprise pricing mechanics and ARR/ACV.
• Experience writing BRDs and acceptance criteria for engineering/IT teams.
• Strong analytical and stakeholder-management skills.

Responsibilities

• Define, prioritize, and document BRDs and functional specs for the DET team.
• Lead training and enablement to upskill commercial teams on calculator workflows.
• Own pricing & packaging methodology integration with the broader team.
• Coordinate UAT and lead business-side testing before production releases.
• Ensure data flow between the calculator, CRM, and CPQ/billing engines.
• Perform data analyses on quoting patterns and regional discounts for leadership.
• Govern approval thresholds, delegation logic, and automation rules in the tool.
• Track feature adoption and manage the enhancement roadmap.

Skills

Pricing operations

Commercial finance

Revenue operations

Deal desk

Advanced analytics

Education

Bachelor's degree in Finance, Economics, Business Administration, Information Systems

Tools

SQL

Tableau

Excel/Google Sheets

Salesforce CPQ

Job description

Job Category

Product

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.

The Experience

We are seeking a Manager of Pricing Product & Operations to serve as the business owner and functional lead for our Success Plans Pricing Calculator. In this role, you will bridge the gap between commercial pricing strategy, field deal support, and technology. While technical development, engineering, and deployment are executed by our Digital Enterprise Team (DET) partners, this role is the functional authority on pricing fundamentals, tool logic, and requirements. You will act as the primary point of contact for our sales teams who have questions about our pricing calculator while navigating deal scenarios, lead business requirements definition, and analyze and track key pricing KPIs to inform senior leadership reviews.

What You’ll Actually Be Doing

• Field Support and Troubleshooting: Serve as the subject matter expert and frontline resource for Account Execs and Deal Desk for deal scenarios in the pricing calculator.
• Commercial Enablement: Lead training sessions and create practical reference guides to upskill commercial teams on calculator workflows, pricing logic updates, and best practices.
• Product Ownership & Requirements: Define, prioritize, and document comprehensive business requirement documents (BRDs) and functional specifications for the DET team who builds and maintains the tool.
• Pricing & Packaging Methodology Integration: Partner closely with the broader Success Plan Pricing & Packaging team to translate evolving pricing frameworks, service tiers, and rate structures into clear system logic.
• UAT & Release Coordination: Define test scenarios and lead business-side User Acceptance Testing (UAT) to validate tool accuracy against pricing policies before DET pushes releases to production.
• Systems Integration Alignment: Collaborate with technical teams to ensure seamless end-to-end data flow and connectivity between the calculator, CRM, and downstream CPQ or billing engines.
• Monthly Business Reviews (MBRs): Perform advanced data analysis on quoting patterns, regional discounting trends, and tool utilization to build and present strategic insights for senior leadership reviews.
• Governance & Delegated Authority: Establish, maintain, and audit approval threshold logic, exception triggers, and delegation-of-authority matrices encoded in the tool.
• Continuous Tool Evolution: Track feature adoption, gather frontline commercial feedback, and manage the functional enhancement roadmap to reduce quoting friction and improve quote turnaround time.

You’re Our Person If...

• Experience: 5+ years of experience across Pricing Operations, Commercial Finance, Revenue Operations, or Deal Desk, with proven success acting as a functional lead or business product owner for commercial tools.
• Pricing Fundamentals: Strong mastery of enterprise pricing mechanics, commercial structures, recurring revenue models (ARR/ACV), services packaging, and multi-tier discounting governance.
• Business Requirements & Product Delivery: Demonstrated track record of writing detailed business requirements, user acceptance criteria, and workflow logic for engineering/IT development teams (such as DET).
• Advanced Analytical Capabilities: Advanced data analysis skills (advanced Excel/Google Sheets, SQL, BI tools such as Tableau) with proven ability to synthesize raw deal data into strategic narratives for executive leadership.
• Stakeholder Management: Exceptional communication skills with the ability to translate complex pricing logic for sales reps under deal pressure while simultaneously aligning with technical developers and executive stakeholders.
• Education: Bachelor's degree in Finance, Economics, Business Administration, Information Systems, or a related quantitative field (or equivalent practical experience).

Even Better If...

• Direct experience supporting Customer Success / Success Plan pricing, packaging, and commercialization models.
• Experience navigating CRM/CPQ ecosystems (e.g., Salesforce CPQ) or custom-built enterprise quoting applications.
• Familiarity with Agile/Scrum product delivery workflows and requirements tooling (e.g., Jira, GUS).

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.

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. Know your rights: workplace discrimination is illegal.

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.