Description
Salesforce’s Professional Services Pricing Strategy team is responsible for defining the global monetization strategy for services, ensuring our pricing models, cost frameworks, and SKU architecture enable profitable growth and compliance. We partner with the Business, Finance, Revenue Recognition, Legal, Policy, and Operations teams to design and implement pricing structures that align with financial and organizational goals.
We are seeking an Pricing Strategy Analyst / Sr. Analyst to contribute to the development of services pricing strategy. This role involves building cost models, conducting structured analyses, and supporting the design of monetization approaches that balance financial performance, compliance, and scalability. The ideal candidate is highly analytical, detail-oriented, and comfortable translating strategy into execution by developing frameworks, models, and leadership-facing recommendations.
Supports the Pricing Strategy Function by maintaining and evolving the global pricing frameworks that connect cost, price, and margin. Ensures strategic direction is translated into governed logic and represented consistently across systems and processes.
Responsibilities
* Conduct scenario analyses to stress-test pricing strategies across regions, offers, and delivery models, evaluating operational and financial impacts.
* Build and maintain cost models to assess margin performance, cost recovery, and investment trade-offs.
* Partner with Finance to ensure monetization strategies align with organizational financial objectives and P&L requirements.
* Collaborate with Revenue Recognition and Legal to ensure Professional Services SKUs are designed for compliance with accounting and contractual requirements.
* Contribute to defining pricing metrics and governance rules (e.g., discount thresholds, margin KPIs) that guide execution across services.
* Ensure pricing strategy is accurately reflected in policies, approval processes, and pricing controls.
* Partner with Operations and Systems teams to align on requirements and validate enhancements needed to implement pricing models.
* Prepare clear, data-driven materials and frameworks that support leadership decision-making.
* Maintain and evolve global rate-card logic, cost-rate methodology, and list-to-margin alignment.
* Govern annual cost-rate refresh cycle with Finance and Analytics.
* Maintain discount and approval logic, ensuring alignment with pricing policy
* Design and manage SKU structure and attributes; ensure governance and clarity across models.
* Represent pricing logic in system design discussions (PSA/CPQ).
Required Qualifications
* Analyst: 3-4 years of experience in pricing, finance, or strategy roles.
* Sr. Analyst: 5-6 years of experience with demonstrated ability to lead analyses and contribute to strategy development.
* Strong financial understanding and ability to connect P&L mechanics to pricing impacts.
* Experience conducting structured problem-solving and scenario-based analysis.
* Familiarity with revenue recognition principles and services accounting.
* Advanced Excel/Google Sheets proficiency; ability to build models and frameworks from scratch.
* High attention to detail, with strong ability to synthesize findings into recommendations.
* Bachelor’s degree in Finance, Accounting, Economics, Business, or related field
* Bilingual level of english