Senior Director, Monetization Strategy

Leadout Capital; San Francisco (CA); On-site; USD 260,000 - 380,000; Full time

Job summary

Salesforce is seeking a Senior Director of Monetization Strategy to shape long-term pricing and packaging for its flexible models. You will partner with product, marketing, and finance to define commercial models that target key customer segments and accelerate growth.

In this role you will lead hypothesis-driven analyses, test pricing strategies, and communicate recommendations to executives. Expect travel to SF up to 30% if outside the area.

Qualifications

• Experience translating market data into pricing strategies and monetization models.
• Strong analytical capabilities with large data sets; hypothesis-driven problem solving.
• Ability to influence executives and align cross-functional teams.
• Experience with SaaS pricing or enterprise software pricing is preferred.

Responsibilities

• Partner with product leadership to identify pricing and packaging priorities.
• Collaborate with product, marketing, and finance to craft new commercial models and optimize offers.
• Use market inputs to design revenue-maximizing strategies.
• Lead qualitative and quantitative research to test pricing hypotheses.
• Communicate recommendations to senior executives and gain alignment.
• Maintain executive relationships at Salesforce; may lead a pricing team.

Skills

Pricing strategy

Monetization

Data analysis

SQL

Tableau

Python

Excel

Strategic thinking

Communication

Cross-functional leadership

Education

Bachelor's degree or higher

Tools

SQL

Tableau

Business Objects

R

Python

Excel

Job description

The Experience

Salesforce is seeking a Senior Director of Monetization Strategy that will be responsible for developing long term monetization for Salesforce’s flexible pricing model. This individual will work closely with the product development organization to understand the product roadmap and will define the future packaging/pricing in order to target specific customer segments. Additionally, this person will evaluate, design, and test new commercial models that align to evolving market trends and customer needs, and accelerate Salesforce’s growth.

The candidate must be comfortable with creating clarity out of ambiguity, leveraging a hypothesis-driven problem solving toolkit, supporting executive decisioning on complex decisions with lots of conflicting priorities, analyzing large amounts of product data, conducting quantitative and qualitative market and competitive research, and helping influence and shape product and business strategy.

What You'll Actually Be Doing

• Partner with product leadership to identify and prioritize products & features for pricing and packaging
• Collaborate with leaders in our product, marketing, finance organizations to help craft new commercial models, define strategies for new offerings, optimize packaging & pricing for existing offers, and drive overall monetization
• Utilize multi-point market inputs to design revenue maximizing strategies
• Design & lead qualitative and quantitative sales and customer research to test pricing & packaging strategy hypotheses
• Design analysis to draw conclusions from product and feature usage patterns
• Conduct market research on competitors in similar and adjacent markets
• Develop and effectively communicate recommendations; influence senior executives and gain alignment on pricing
• Maintain and nurture executive level relationships at Salesforce
• May require leading a team of pricing strategists

You're Our Person If...

• 10+ years of relevant experience (specific level will be determined based on overall experience, expertise, and performance in the interview process)
• Proven ability to frame ambiguous / complex problems, facilitate executive decision making amongst conflicting priorities
• Strong problem solving, analytical and time management skills: Develop hypotheses, define strategic framework; Gather and analyze data, develop insights and recommendations for executives
• Collaborate with multiple executive stakeholders to align on strategic path forward
• Operationalize strategy; ongoing prioritization as new information comes to light
• Drive cross functional execution to get things done
• Excellent verbal and written communication skills; ability to communicate effectively with and influence the decisions of different levels of management
• Intellectually curious, creative strategic business thinker who loves to tackle complex challenges
• Experience managing and running concurrent projects with complex stakeholder dynamics
• Proven track record of working and excelling in high pressure environments
• Demonstrated ability to drive own work with minimal supervision
• Proficiency with MS Excel and experience with large data sets and supporting tools/languages, e.g., SQL, Business Objects, Tableau, R, Python
• Degree or equivalent relevant experience required. Experience will be evaluated based on the core competencies for the role (e.g. extracurricular leadership roles, military experience, volunteer roles, work experience, etc.)
• For candidates outside of San Francisco, expected travel to San Francisco up to 30% per year

Even Better If...

• 2+ years of SaaS pricing or strategy experience
• 2+ years of experience in software technology company
• Familiarity with developer-focused software products and their business models
• Prior management consulting, investment banking, corporate strategy, monetization /product strategy or product management experience
• MBA preferred

*LI-Y