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.
Supports the Pricing Strategy Function by executing the analytical and benchmarking agenda. Provides visibility into pricing performance, competitiveness, and discount behavior, ensuring insights directly inform strategic decisions and guidance established by the Pricing Strategy Function.
* Partner with Analytics to define pricing metrics, dashboards, and reporting needs that monitor rate realization, discount behavior, and margin health.
* Conduct and interpret market benchmarking and PPP analysis to inform discount and margin guidance.
* Synthesize internal and external data to identify pricing trends, risks, and opportunities.
* Provide global pricing guidance and recommendations based on insights.
* Support periodic pricing reviews, ensuring data-driven decisions reflect current market and performance realities.
* Lead structured analyses and synthesize performance data and market insights to inform strategic recommendations.
* Develop clear, well-structured content, frameworks, and recommendations for senior leadership, and help drive alignment across cross-functional partners.
* Act as a thought partner within the Pricing Strategy team, contributing to long-term strategic direction for Professional Services monetization.
* Conduct scenario analyses to stress-test pricing strategies across regions, offers, and delivery models, evaluating operational and financial impacts.
* Partner with Finance to align pricing strategies with P&L objectives, cost structures, and broader financial goals.
* Define and drive pricing metrics, governance frameworks, and guardrails (e.g., discount thresholds, margin KPIs) to support business objectives.
* Collaborate with Revenue Recognition and Legal to ensure Professional Services SKUs are structured for compliance with accounting and contractual requirements.
Required Qualifications
* 7+ years of experience in pricing strategy in SaaS and / or management consulting
* Demonstrated ability to lead strategic workstreams and influence cross-functional stakeholders.
* Strong financial modeling skills; ability to connect pricing decisions to P&L outcomes.
* Experience designing pricing frameworks, conducting scenario-based analysis, and translating findings into strategic recommendations.
* Advanced Excel/Google Sheets proficiency and comfort building models and frameworks from scratch.
* Exceptional attention to detail and the ability to synthesize complex analysis into clear, actionable recommendations.
* Excellent communication skills, with experience preparing leadership-facing materials.
* Bachelor’s degree in Finance, Accounting, Economics, Business, or related field