Manager, Revenue Strategy

About the role

Lead technical revenue recognition and systems execution for Salesforce's Revenue Management organization, bridging revenue policy interpretation with cross-functional systems design and implementation. Act as the primary Revenue Management representative on transformation initiatives (e.g., consumption/AI-based GTM), owning execution from requirements gathering through UAT and deployment.

Responsibilities

• Represent Revenue Management in cross-functional transformation initiatives, including consumption-based and AI-driven go-to-market pricing programs.
• Interpret revenue recognition requirements (ASC 606) and translate them into systems and process design decisions.
• Provide technical revenue recognition guidance across the business, including GTM deal structuring, M&A integration accounting, and other non-standard/complex revenue scenarios.
• Prepare clear, executive-ready narratives that translate technical revenue analysis into business impact for senior stakeholders.
• Build support among cross-functional decision-makers and influencers to navigate ambiguity and drive adoption of process/systems change.
• Own end-to-end delivery of revenue systems initiatives: requirements gathering, solution design review, testing strategy, and UAT execution.
• Partner with Product, Engineering, IT, RevOps, Legal, Deal Desk, SOX, and other Revenue Management stakeholders to align on scope, timelines, and resourcing.
• Serve as primary liaison between Revenue Management and key stakeholders, independently representing the function in decision-making forums.
• Influence business and systems design decisions; provide sound recommendations and escalate risks appropriately.
• Own stakeholder communications, training programs, and organizational readiness for new systems and processes.
• Lead knowledge-sharing efforts (office hours, training sessions, documentation) to build stakeholder self-sufficiency.
• Identify and drive process improvements, automation, and standardized playbooks to scale Revenue Management's operational capacity.

Requirements

Academic & Professional Credentials: Undergraduate degree in Finance, Accounting, or related field. CPA license or comparable professional designation preferred.

Technical Proficiency & Background: Minimum of 5-7 years in revenue accounting/recognition (ASC 606), with experience in systems implementation or transformation programs in a public SaaS environment. Sufficient depth in ASC 606 to advise technical revenue questions across the business, including GTM pricing/deal structures and M&A integration. Experience with Quote-to-Cash (QtC) systems (e.g., Zuora, Salesforce) strongly preferred. Demonstrated ability to navigate ambiguity, manage multiple priorities, and drive initiatives to completion in complex, evolving environments. Track record of representing a function credibly in cross-functional, multi-stakeholder forums.

Leadership Qualities: Strong communication skills, able to translate complex revenue/technical topics into clear guidance and impactful narratives for stakeholders and leadership. Adapts effectively to shifting priorities and ambiguity; builds support among stakeholders and influencers to drive change through periods of transformation. Proactive, collaborative leader with sharp attention to detail, comfortable operating with significant autonomy. Self-aware and coachable, with a demonstrated commitment to growth and continuous improvement. Strong results orientation: identifies risks early, drives resolution, and improves documentation/process along the way.

Benefits

• Time off programs
• Medical, dental, vision
• Mental health support
• Paid parental leave
• Life and disability insurance
• 401(k)
• Employee stock purchasing program

Pay

The typical base salary range for this position is $117,400 - $177,600 annually. The range represents base salary only, and does not include company bonus, incentive for sales roles, equity or benefits, as applicable.