Director/Senior Director, Pricing Strategy

Salesforce is seeking a Senior Director of Monetization Strategy that will be responsible for developing 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 will define the future packaging/pricing in order to target specific customer segments.  Additionally, this person will evaluate, design, and test new commercial models that align to evolving market trends and customer needs, and accelerate Salesforce’s growth.

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

What Youll Actually Be Doing

• Partner with product leadership to identify and prioritize products & features for pricing and packaging

• Collaborate with leaders in our product, marketing, finance organizations to help craft new commercial models, define strategies for new offerings, optimize packaging & pricing for existing offers, and drive overall monetization

• Utilize multi-point market inputs to design revenue maximizing strategies

• Design & lead qualitative and quantitative sales and customer research to test pricing & 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

Youre Our Person If...

• 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 / complex problems, facilitate executive decision making amongst conflicting priorities

• Strong problem solving, analytical and time management skills: Develop hypotheses, define strategic framework; Gather and analyze data, develop insights and recommendations for executives

• Collaborate with multiple executive stakeholders to align on strategic path forward 

• Operationalize strategy; ongoing prioritization 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 the decisions of 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 will be evaluated based on the core competencies for the role (e.g. extracurricular leadership roles, military experience, volunteer roles, work experience, etc.)

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

Even Better If...

• 4+ years of SaaS pricing or strategy experience

• 4+ years of experience in 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 *LI-Y