Professional Services Pricing Strategy Lead

Overview To get the best candidate experience, please consider applying for a maximum of 3 roles within 12 months to ensure you are not duplicating efforts. Job Category: Operations 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. 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. Responsibilities 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 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. Apply today to not only shape the future — but to redefine what’s possible — for yourself, for AI, and the world. Accommodations If you require assistance due to a disability applying for open positions please submit a request via this Accommodations Request Form. Posting Statement Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment. Salesforce believes in equality for all and strives to create a workplace that’s inclusive and free from discrimination. Know your rights: workplace discrimination is illegal. Any employee or potential employee will be assessed on 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. 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. #J-18808-Ljbffr