Senior Manager, Revenue Strategy

Salesforce; Illinois; Hybrid; USD 170,000 - 210,000; Full time

Benefits offered by this job

Hybrid work schedule

Office 3 days per week

Job summary

Salesforce is seeking a Senior Manager, Revenue Strategy to drive guidance on ASC 606 and revenue recognition across new products and GTM initiatives. This hybrid role partners with Product, Sales, and Finance to ensure compliant, scalable revenue models and robust internal controls.

The ideal candidate brings 10+ years in SaaS revenue recognition, strong memo-writing skills, and the ability to translate complex accounting concepts for diverse stakeholders.

Qualifications

• Must have ASC 606 expertise and experience applying it to SaaS/Tech offerings.
• Ability to translate complex accounting guidance for non‑accounting partners.
• Experience drafting detailed accounting memos and presentations.

Responsibilities

• Represent Revenue Strategy in NPI and product lifecycle meetings.
• Lead cross-functional go‑to‑market initiatives.
• Ensure revenue recognition compliance and policy alignment.
• Oversee SOX controls related to revenue processes.

Skills

ASC 606 knowledge

Revenue recognition

Cross-functional partner

Financial memo drafting

SOX controls understanding

Public speaking

Project leadership

Risk assessment

Communication

Time management

Education

Bachelor's degree in accounting/finance

CPA (preferred)

Tools

Salesforce

RevPro (Zuora)

Tableau

Job description

Senior Manager, Revenue Strategy

This is a highly visible, dynamic, and collaborative role within Revenue Strategy, serving as the team's representative in new product introduction (NPI) meetings, comprehensive product lifecycle management, strategic company projects, and various go-to-market initiatives. The Senior Manager will be crucial in guiding business partners on revenue recognition in accordance with ASC 606.

The ideal candidate must thrive in a fast-paced, ever-changing business environment, possess critical thinking skills regarding ASC 606 guidance, and demonstrate a creative mindset to effectively guide the business through revenue complexities and risks. This role requires the ability to be a strong business partner, balancing risk mitigation with business agility.

Success in this role demands an in-depth understanding of diverse revenue recognition models (including SaaS, Software, and Consumption models), thorough knowledge of ASC 606 and its application aligned with internal company policy, and a comprehensive understanding of the end-to-end quote-to-cash process. The role involves working closely with many different functions across the business and within Finance.

Key Responsibilities and Deliverables:

• Strategic Project Leadership and Representation : Act as the primary representative and lead for the Revenue Strategy team on major strategic initiatives. This includes both complex projects originating within the broader Revenue Management team and high-priority, cross-functional initiatives spanning the entire company.
• Cross-Functional Implementation and Execution: Maintain complete accountability for working seamlessly and cross-functionally with Operational teams, Business Partners (e.g., Product, Sales, Finance), and other key stakeholders to successfully implement new, strategically significant go-to-market initiatives.
• Technical Accounting Expertise and Compliance: Conduct in-depth technical accounting research on complex and often novel product offerings, pricing models, and revenue streams. Prepare detailed, well-supported accounting memos and formal presentations for internal review and approval by senior leadership. This is crucial for maintaining compliance and accurately recognizing revenue for innovative products.
• Internal Controls, Compliance, and Reporting Oversight: Supervise and actively assist the team in the review, documentation, and maintenance of SOX (Sarbanes-Oxley) controls related to revenue processes. Assist in and review SOX Controls, Reserves and other Reporting deliverables

Experience/Skills Required:

• 10+ years combined Big 4 and/or SaaS Industry experience focused on revenue recognition guidance under ASC606.
• Proficient in ASC 606, in particular the ability to identify performance obligation(s) (POBs) in accordance with standards.
• Proficient in drafting memos on complex product offering to conclude on all steps 5 of revenue recognition guidance.
• Successfully articulate complex revenue recognition guidance to business partners in simple, non-accounting language, highlighting associated non-compliance risks.
• Take complete accountability of team member's deliverables and be able to guide the team on day to day matters.
• Ability to work in a dynamic, fast paced, fast growing company where adaptability is imperative.
• Excellent interpersonal skills, ability to articulate verbally and in writing, ability to present to a cross-functional audience
• Excellent time management, organizational skills and self-motivation to take ownership and accountability to reach the finish line.

Experience/Skills Desired:

• Proven experience in the high-tech SaaS industry
• Experience using Salesforce, Revenue Management Software (RevPro by Zuora) and Tableau
• Experience with project management
• CPA

This role is hybrid and goes into the office 3 days per week. Location - Seattle

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