Manager, Revenue Strategy

Leadout Capital; Indianapolis (IN); On-site; USD 150,000 - 230,000; Full time

Job summary

Salesforce's Revenue Management organization is seeking a lead for revenue recognition and systems execution. You will bridge policy interpretation with cross-functional design and own end-to-end delivery from requirements gathering through UAT.

In this role, you will shape transformation programs, advise on ASC 606, and guide GTM pricing, M&A integration, and complex revenue scenarios. Collaboration with Product, Engineering, IT, RevOps, Legal and Deal Desk is essential.

Qualifications

• 5–7 years in revenue accounting/recognition (ASC 606) with systems implementation experience.
• Depth in ASC 606 to advise technical revenue questions across the business.
• Experience with QtC systems (Zuora, Salesforce) strongly preferred.

Responsibilities

• Represent Revenue Management in cross-functional transformation initiatives, including consumption-based and AI-driven go-to-market pricing.
• Interpret ASC 606 requirements and translate into systems and process design decisions.
• Provide technical revenue guidance across GTM deals and M&A integration accounting and other complex scenarios.
• Prepare executive-ready narratives translating revenue analysis into business impact for senior stakeholders.
• Own end-to-end delivery of revenue systems initiatives: requirements, 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.

Skills

Revenue recognition

ASC 606

Cross-functional collaboration

Systems transformation

Executive communication

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 escal…
• 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.