Director/Senior Director, Pricing Strategy

Salesforce is the #1 AI CRM, where humans with agents drive customer success together. Here, ambition meets action, tech meets trust, and innovation is a way of life. 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.

About the role

Salesforce is seeking a Senior Director of Monetization Strategy to develop long-term monetization for Salesforce’s flexible pricing model. This individual will work closely with the product development organization to understand the product roadmap and define future packaging and pricing to target specific customer segments. Additionally, this person will evaluate, design, and test new commercial models that align with evolving market trends and customer needs to accelerate Salesforce’s growth.

The candidate must be comfortable creating clarity out of ambiguity, leveraging a hypothesis-driven problem-solving toolkit, supporting executive decision-making on complex issues with conflicting priorities, analyzing large amounts of product data, conducting quantitative and qualitative market and competitive research, and influencing product and business strategy.

Responsibilities

• Partner with product leadership to identify and prioritize products and features for pricing and packaging
• Collaborate with leaders in product, marketing, and finance to craft new commercial models, define strategies for new offerings, optimize packaging and pricing for existing offers, and drive overall monetization
• Utilize multi-point market inputs to design revenue-maximizing strategies
• Design and lead qualitative and quantitative sales and customer research to test pricing and packaging strategy hypotheses
• Design analysis to draw conclusions from product and feature usage patterns
• Conduct market research on competitors in similar and adjacent markets
• Develop and effectively communicate recommendations; influence senior executives and gain alignment on pricing
• Maintain and nurture executive-level relationships at Salesforce
• May require leading a team of pricing strategists

Requirements

• 8+ years of relevant experience (specific level will be determined based on overall experience, expertise, and performance in the interview process)
• Proven ability to frame ambiguous or complex problems and facilitate executive decision-making among conflicting priorities
• Strong problem-solving, analytical, and time management skills: develop hypotheses, define strategic frameworks, gather and analyze data, and develop insights and recommendations for executives
• Ability to collaborate with multiple executive stakeholders to align on a strategic path forward
• Operationalize strategy and prioritize as new information comes to light
• Drive cross-functional execution to get things done
• Excellent verbal and written communication skills; ability to communicate effectively with and influence decisions at different levels of management
• Intellectually curious, creative strategic business thinker who loves to tackle complex challenges
• Experience managing and running concurrent projects with complex stakeholder dynamics
• Proven track record of working and excelling in high-pressure environments
• Demonstrated ability to drive own work with minimal supervision
• Proficiency with MS Excel and experience with large data sets and supporting tools/languages, e.g., SQL, Business Objects, Tableau, R, Python
• Degree or equivalent relevant experience required (experience evaluated based on core competencies for the role)

Preferred Qualifications

• 4+ years of SaaS pricing or strategy experience
• 4+ years of experience in a software technology company
• Familiarity with developer-focused software products and their business models
• Prior management consulting, investment banking, corporate strategy, monetization/product strategy, or product management experience
• MBA preferred

Benefits

Salesforce offers a variety of benefits to help you live well, including:

• Time off programs
• Medical, dental, vision, and 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 Salesforce Benefits.

Pay

The typical base salary range for this position is $171,200 - $320,600 annually. In select cities within the San Francisco and New York City metropolitan area, the base salary range is $205,800 - $348,600 annually. The range represents base salary only and does not include company bonus, incentive for sales roles, equity, or benefits, as applicable.

For candidates outside of San Francisco, expected travel to San Francisco is up to ~20% per year.