Manager, Revenue Strategy

salesforce.com, inc.; Indianapolis (IN); On-site; USD 140,000 - 200,000; Full time

Job summary

Salesforce is seeking a Lead for Revenue Management to own end-to-end revenue systems initiatives, translating ASC 606 requirements into scalable processes across GTM, product, and finance.

You will partner with Product, Engineering, IT, RevOps, Legal, Deal Desk, and SOX to guide transformation programs, drive adoption, and deliver executive-ready narratives for senior leadership.

Qualifications

• Undergraduate degree in Finance, Accounting, or related field.
• CPA license or comparable professional designation preferred.
• 5-7 years in revenue accounting/recognition (ASC 606) in a public SaaS environment.
• Experience with Quote-to-Cash (QtC) systems (Zuora, Salesforce) preferred.
• Ability to navigate ambiguity, manage multiple priorities, and drive initiatives in complex environments.
• Track record of credible representation in cross-functional forums.

Responsibilities

• Represent Revenue Management in cross-functional transformation initiatives.
• Interpret ASC 606 requirements and translate into system design decisions.
• Provide technical revenue guidance across GTM deal structures and M&A integration.
• Prepare executive-ready narratives translating revenue analysis into business impact.
• Build cross-functional support and drive adoption of process changes.
• Own end-to-end delivery of revenue systems initiatives: requirements to UAT.
• Coordinate with Product, Engineering, IT, RevOps, Legal, Deal Desk, SOX, and other stakeholders.
• Lead stakeholder communications and training for new systems.

Skills

Revenue accounting

Systems implementation

ASC 606 advisory

QtC systems (Zuora Salesforce)

Ambiguity navigation

Cross-functional influence

Education

Finance/Accounting undergrad

CPA or equivalent preferred

Tools

Zuora

Salesforce

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.

Job Category

Finance

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.

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.

Accommodations

If you need a reasonable accommodation during the application or the recruiting process, please submit a request via this Accommodations Request Form.

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Posting Statement

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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.