Senior Pricing Analyst

Salesforce, Inc.; McLean (VA); On-site; USD 94,000 - 142,000; Full time

Job summary

Salesforce, Inc. is seeking a Senior Pricing Analyst to lead pricing strategy for professional services and complex deals.

The role collaborates with Sales, Finance, Legal, and Operations to shape commercial outcomes and optimize profitability. The candidate will build pricing models, evaluate RFP requirements, and drive continuous improvement using AI-enabled analytics and automation while maintaining compliance with PubSec and government contracting norms.

Qualifications

• Bachelor’s degree in finance, economics, business, math, stats, or data analytics.
• 6+ years pricing, strategy, revenue management, or deal desk experience.
• Experience developing pricing strategies for professional services and government/commercial contracts.
• Strong financial modeling, quantitative analysis, and communication skills.
• Ability to lead complex pricing initiatives in a fast-paced environment.

Responsibilities

• Develop and implement pricing strategies aligned with objectives and profitability targets.
• Identify opportunities to improve net margin, revenue, and performance.
• Create pricing models for professional services, contracts, and complex engagements.
• Lead pricing reviews with senior management and stakeholders.
• Review RFPs and requirements to develop compliant, competitive pricing.
• Coordinate pricing timelines with Finance, Sales, Legal, and Operations.
• Integrate pricing strategies into proposal pricing models and terms.
• Provide pricing recommendations for strategic opportunities and deals.

Skills

Financial modeling

Pricing strategy

Cross-functional collaboration

Communication skills

Analytical thinking

Education

Bachelor's degree in finance, Economics, Business, Mathematics, Statistics, Data Analytics, or a related field

Tools

Excel

Power BI

Salesforce CPQ

Pricing tools

Generative AI tools

Job description

Job Category

Operations

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.

We are seeking an experienced Senior Pricing Analyst with 8+ years of progressive experience in pricing and commercial strategy for complex professional services opportunities, including RFPs, proposals, and commercial & government contracts. This role will be responsible for developing and executing pricing strategies, supporting complex customer deals and competitive proposals, evaluating PubSec & Commercial contractual terms, developing pricing models and cost volumes, and partnering with Sales, Finance, Contracts, Operations, Proposal Support, and Business Leadership to drive profitable growth and maximize the probability of winning strategic opportunities.

The ideal candidate brings strong professional-services, commercial, analytical, financial, and communication experience with the ability to work with complex pricing models, structure and evaluate deals, interpret customer solicitation requirements, develop compelling pricing strategies, and leverage modern technology and AI tools to improve pricing processes, analysis, automation, and decision-making.

Experience with commercial and public-sector contracting environments is highly valued. The successful candidate must be comfortable balancing strategic and tactical priorities and operating independently in a fast-paced environment with limited direction.

Your Impact

Pricing Strategy & Management

• Develop and implement pricing strategies aligned with business objectives, market conditions, customer requirements, competitive dynamics, and profitability targets.
• Identify areas to improve net margin, revenue, and overall performance.
• Develop pricing models for professional services, contracts, and complex customer engagements.
• Lead pricing strategy discussions and formal pricing reviews with senior management and key stakeholders.

RFP, Proposal & Cost-Volume Management

• Independently review and analyze RFPs, solicitations, SOWs, pricing instructions and requirements, and other customer requirements to develop compliant and competitive pricing strategies.
• Develop cost narratives and other pricing-related proposal content that clearly explain pricing assumptions, methodology, and strategy.
• Coordinate pricing proposal timelines and required support with Finance, Sales, Legal, Operations, Proposal Support, and other internal stakeholders.
• Integrate agreed-upon pricing strategies into proposal pricing models and ensure consistency between pricing assumptions, cost volumes, contractual terms, and other proposal components.
• Support formal proposal review processes, including color reviews and executive-level pricing reviews.

Deal Structuring & Commercial Strategy

• Partner with Sales and Account Management teams on complex, strategic, high-value, and/or competitive opportunities.
• Design attractive and financially viable deal structures, including volume-based pricing, tiered pricing, bundles, discounts, incentives, contractual commitments, and other non-standard arrangements.
• Support desk activities and provide pricing recommendations for strategic opportunities.
• Review proposed contractual terms and identified financial, pricing, and margin risks.
• Partner with Legal, Finance, Delivery, and Operations to ensure pricing strategies are consistent with contractual and operational requirements.

Analytics & Business Intelligence

• Build and maintain pricing dashboards and analytical models to monitor key pricing KPIs.
• Perform competitive and market pricing analysis.
• Translate complex analytical findings into clear recommendations for senior leadership.

Cross-Functional Leadership

• Collaborate closely with Sales, Finance, Delivery, Legal, Operations, Proposal Support, and Executive Leadership.
• Act as a strategic pricing advisor to PubSec, commercial and business leadership.
• Build and maintain effective professional relationships with internal customers and stakeholders.
• Present pricing recommendations, deal economics, proposal strategies, business cases, and financial analyses to senior leadership.

Pricing Processes, Tools & Continuous Improvement

• Develop and enhance pricing tools, templates, models, and workflows to increase efficiency, consistency, accuracy, and scalability.
• Identify opportunities to simplify and automate pricing and proposal processes.
• Maintain pricing best practices and continuously improve the pricing operating model.
• Develop training and enablement materials to drive adoption of pricing processes, tools, methodologies, and best practices.

Technology, AI & Automation

• Advanced Excel:Financial modeling, scenarioanalysis, pricing models, Power Query, PivotTables, complex formulas, anddata manipulation.
• Power BI / Tableau:Development and interpretationof pricing, financial, and commercial dashboards.
• CRM / CPQ / ERPsystems:Experience with platformssuch as Salesforce
• Proposal and pricingtools:Experience with toolsused to developcost volumes, pricingmodels, proposal responses, and contract-relatedreporting.
• Generative AI:Hands-on experienceusing toolssuchas Claude, ChatGPT, or similar generativeAI platforms toaccelerate analysis, analyzedocuments and data, develop pricing scenarios, automate repetitive workflows, and improve businessprocesses.
• AI & Automation:Identify opportunitiesto use generativeAI and automationto streamline pricinganalysis, RFP reviews, proposal development,deal reviews, reporting, and professional services/commercial workflows.
• Responsible AI use:Developrepeatable AI-assistedworkflows while maintainingappropriate data privacy, accuracy, governance,security, and humanreview.
• Emerging Technology:Evaluate and adopt AI, automation, and analytical capabilitiesthat can improvepricing efficiency, proposalquality, analytical capabilities, and decision quality.

Required Qualifications

• Bachelor's degree in finance, Economics, Business, Mathematics, Statistics, Data Analytics, or a related field.
• 6+ years of progressive experience in professional services pricing, strategy, revenue management, deal desk, financial analysis, proposal pricing, or related discipline.
• Demonstrated experience developing and implementing pricing strategies.
• Experience supporting complex, high-value, strategic, and/or competitive customer deals and proposals.
• Demonstrated ability to interpret customer requirements, solicitation pricing instructions, contracting principles, and develop compelling pricing solutions.
• Strong financial modeling and quantitative analysis capabilities.
• Demonstrated experience leading complex pricing initiatives, cross-functional projects, or teams.
• Experience developing pricing models, cost narratives, financial analyses, and recommendations for commercial and public-sector opportunities.
• Ability to work effectively with all levels of an organization, including executive leadership.
• Ability to balance strategic and tactical priorities and operate effectively in a fast-paced environment with limited direction.
• Professional demeanor and excellent written and verbal communication skills.

Preferred Qualifications

• Experience with commercial and government professional services and/or business models.
• Demonstrated experience using generative AI and/or automation tools to improve business analytics, proposal analysis, process efficiency, or commercial decision-making.

Note: This role has a minimum in-office expectation of three (3) days per week.

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

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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. 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 $94,000 - $142,300 annually.The range represents base salary only, and does not include company bonus, incentive for sales roles, equity or benefits, as applicable.