Senior Manager, Revenue Strategy

salesforce.com, inc.; Seattle (WA); Hybrid; USD 143,000 - 217,000; Full time

Job summary

Salesforce in Seattle is seeking a Senior Manager, Revenue Strategy to lead cross-functional initiatives on new product introductions, pricing models, and revenue recognition under ASC 606. You will partner with Product, Sales, Finance to ensure compliant, scalable revenue processes across SaaS, Software, and Consumption offerings.

The role emphasizes strategic project leadership, technical accounting research, and SOX controls oversight in a fast-growing, hybrid work environment requiring

Qualifications

• 10+ years combined Big 4 and/or SaaS revenue recognition experience.
• Deep ASC 606 knowledge, including identifying performance obligations.
• Ability to present complex guidance to non-accounting partners.
• Experience drafting memos and formal presentations for senior leadership.

Responsibilities

• Act as primary representative for Revenue Strategy on major initiatives and cross-functional projects.
• Lead cross-functional implementation with product, sales, finance, and operations.
• Conduct in-depth technical accounting research on new offerings and pricing models.
• Oversee and support SOX controls, reserves, and other reporting deliverables.

Skills

ASC 606

Revenue recognition

Cross-functional

Executive memos

Education

CPA

BA in Accounting/Finance

Tools

RevPro

Tableau

Salesforce

ERP systems

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.

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

Unleash Your Potential

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Accommodations

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Posting Statement

Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment. What does that mean exactly? 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 the following link: https://www.salesforcebenefits.com.At Salesforce, we believe in equitable compensation practices that reflect the dynamic nature of labor markets across various regions.The typical base salary range for this position is $143,400 - $216,900 annually.The range represents base salary only, and does not include company bonus, incentive for sales roles, equity or benefits, as applicable.