Manager, Pricing Product & Operations for Success Plans

Salesforce; Indiana; On-site; USD 130,000 - 190,000; Full time

Job summary

Salesforce, Inc. is seeking a Manager of Pricing Product & Operations to own the pricing calculator for Success Plans. You’ll bridge pricing strategy, deal support, and technology, acting as the pricing authority for tool logic and requirements.

You will work with Sales, DET, and Finance to define requirements, drive UAT, and ensure end-to-end data flows between the calculator, CRM, and billing systems, shaping pricing governance and reporting.

Qualifications

• 5+ years experience in Pricing Operations, Commercial Finance, Revenue Operations, or Deal Desk leading pricing tools.
• Ability to write BRDs/functional specs for engineering teams and translate pricing logic to system requirements.
• Strong grounding in enterprise pricing, ARR/ACV, multi-tier discounts, and packaging governance.
• Experience with CRM/CPQ ecosystems and data-driven pricing storytelling for executives.
• Proficiency in Excel/SQL/BI tools and dashboarding.

Responsibilities

• Serve as business owner for pricing calculator and frontline pricing support forsales teams.
• Lead training and create reference guides for calculator workflows and pricing logic updates.
• Define and maintain BRDs and functional specs for the DET team.
• Collaborate on pricing frameworks, service tiers, and rate structures in system logic.
• Define UAT scenarios and coordinate releases with DET.
• Ensure data flow between calculator, CRM, and CPQ/billing engines.
• Analyze quoting patterns and present insights in quarterly reviews.

Skills

Pricing ops

Commercial finance

Revenue ops

Deal desk

SQL

Excel/Sheets

Tableau

Education

Bachelor's degree

Tools

Salesforce CPQ

SQL

Excel

Tableau

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.

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.

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