Manager, Revenue Strategy

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

Job summary

Salesforce seeks a Lead for technical revenue recognition and systems execution within Revenue Management. You will bridge policy interpretation with cross-functional system design, owning execution from requirements through UAT and deployment.

Represent revenue management on transformation programs (consumption/AI-based GTM) and drive stakeholder alignment across Finance, Product, Engineering, and Legal. You will interpret ASC 606, translate requirements into system choices, and provide

Qualifications

• Minimum of 5-7 years in revenue accounting/recognition (ASC 606).
• Experience in systems implementation or transformation programs in a public SaaS environment.
• Ability to translate revenue requirements into system design decisions.
• Strong capability to navigate ambiguity and drive initiatives to completion.

Responsibilities

• Represent Revenue Management in cross-functional transformation initiatives, including consumption-based and AI-driven GTM pricing programs.
• Interpret ASC 606 requirements and translate into systems and process design decisions.
• Provide technical revenue recognition guidance across the business and GTM deal structures.
• Prepare executive-ready narratives translating technical revenue analysis into business impact for senior stakeholders.
• Own end-to-end delivery of revenue systems initiatives from requirements gathering through UAT deployment.
• Partner with Product, Engineering, IT, RevOps, Legal, Deal Desk, SOX and other stakeholders.

Skills

ASC 606 knowledge

Cross-functional collaboration

Executive storytelling

Education

Undergraduate degree in Finance, Accounting, or related field

CPA license or comparable designation preferred

Tools

Zuora

Salesforce

Job description

Lead technical revenue recognition and systems execution for Salesforce's Revenue Management organization, bridging revenue policy interpretation with cross-functional systems design and implementation. Act as the primary Revenue Management representative on transformation initiatives (e.g., consumption/AI-based GTM), owning execution from requirements gathering through UAT and deployment.

Key Responsibilities

• Represent Revenue Management in cross-functional transformation initiatives, including consumption-based and AI-driven go-to-market pricing programs.
• Interpret revenue recognition requirements (ASC 606) and translate them into systems and process design decisions.
• Provide technical revenue recognition guidance across the business, including GTM deal structuring, M&A integration accounting, and other non-standard/complex revenue scenarios.
• Prepare clear, executive-ready narratives that translate technical revenue analysis into business impact for senior stakeholders.
• Build support among cross-functional decision-makers and influencers to navigate ambiguity and drive adoption of process/systems change.
• Own end-to-end delivery of revenue systems initiatives: requirements gathering, solution design review, testing strategy, and UAT execution.
• Partner with Product, Engineering, IT, RevOps, Legal, Deal Desk, SOX, and other Revenue Management stakeholders to align on scope, timelines, and resourcing.
• Serve as primary liaison between Revenue Management and key stakeholders, independently representing the function in decision-making forums.
• Influence business and systems design decisions; provide sound recommendations and elevate risks appropriately.
• Own stakeholder communications, training programs, and organizational readiness for new systems and processes.
• Lead knowledge-sharing efforts (office hours, training sessions, documentation) to build stakeholder self-sufficiency.
• Identify and drive process improvements, automation, and standardized playbooks to scale Revenue Management's operational capacity.

Candidate Requirements

Academic & Professional Credentials

• Undergraduate degree in Finance, Accounting, or related field.
• CPA license or comparable professional designation preferred.

Technical Proficiency & Background

• Minimum of 5-7 years in revenue accounting/recognition (ASC 606), with experience in systems implementation or transformation programs in a public SaaS environment.
• Sufficient depth in ASC 606 to advise technical revenue questions across the business, including GTM pricing/deal structures and M&A integration.
• Experience with Quote-to-Cash (QtC) systems (e.g., Zuora, Salesforce) strongly preferred.
• Demonstrated ability to navigate ambiguity, manage multiple priorities, and drive initiatives to completion in complex, evolving environments.
• Track record of representing a function credibly in cross-functional, multi-stakeholder forums.

Leadership Qualities

• Strong communication skills, able to translate complex revenue/technical topics into clear guidance and impactful narratives for stakeholders and leadership.
• Adapts effectively to shifting priorities and ambiguity; builds support among stakeholders and influencers to drive change through periods of transformation.
• Proactive, collaborative leader with sharp attention to detail, comfortable operating with significant autonomy.
• Self-aware and coachable, with a demonstrated commitment to growth and continuous improvement.
• Strong results orientation: identifies risks early, drives resolution, and improves documentation/process along the way.

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.

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 https://www.salesforcebenefits.com.

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

Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment. 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. Know your rights: workplace discrimination is illegal. 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 https://www.salesforcebenefits.com.