Manager, Pricing Product & Operations for Success Plans

100 Salesforce, Inc.; Indianapolis (IN); On-site; USD 150,000 - 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, field deal support, and technology. You’ll partner with the Digital Enterprise Team to define requirements and drive tool improvements.

You’ll lead commercial enablement, BRD documentation, and monthly performance reviews, while ensuring seamless data flow to CRM and billing systems. Strong pricing and analytical skills required.

Qualifications

• Bachelor’s degree in Finance or related field.
• Advanced data analysis skills (Excel/Google Sheets, SQL, BI tools).
• Experience writing BRDs and criteria for engineering/IT teams (e.g., DET).

Responsibilities

• Field support for Account Execs and Deal Desk on pricing calculator scenarios.
• Lead training sessions and create reference guides for calculator workflows and pricing logic.
• Define and document BRDs and functional specs for the DET team.
• Translate pricing frameworks into clear system logic for the tool.
• Define UAT scenarios and lead business-side UAT for tool accuracy.
• Ensure end-to-end data flow between calculator, CRM, and billing engines.
• Analyze quoting data for regional discounting and tool usage; present insights to leadership.
• Establish governance and delegated authority logic within the tool.
• Track feature adoption and manage the enhancement roadmap to reduce friction.

Skills

Pricing operations

Commercial finance

Revenue operations

Deal desk

Pricing fundamentals

Stakeholder management

Education

Bachelor’s degree in Finance or related field

Tools

Jira

GUS

Tableau

SQL

Job description

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.

Manager of Pricing Product & Operations

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).

Accommodations

If you need a reasonable accommodation during the application or the recruiting process, please submit a request via this Accommodations Request Form. Please note that Salesforce uses artificial intelligence (AI) tools to help our recruiters assess and evaluate candidates’ resumes and qualifications throughout the recruiting process. Humans will always make any candidate selection and hiring decisions. Please see our Candidate Privacy Statement for more information about how we use your personal data and your rights, including with regard to use of AI tools and opt out options.

Posting Statement

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