Deal Strategy and Pricing Manager

Salesforce•Indianapolis, IN

About The Position

Salesforce is seeking a Manager level individual to join the Services Deal Strategy team. This role will be responsible for the review and governance of Professional Services deals, ensuring accuracy, risk compliance, and strategic alignment with business objectives. The position is for a senior individual contributor who will drive the quality and risk profile of the services deal portfolio, lead process improvements, and act as a trusted advisor and subject matter expert to senior stakeholders. This role requires deep expertise in technology services, a track record of driving complex cross-functional initiatives, and the ability to operate with autonomy and influence in a fast-paced, evolving environment.

Requirements

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.)
6+ years of experience in professional services, consulting, project/program management, or related fields in a technology environment (e.g., SaaS, cloud).
3+ years of experience owning or structuring complex service-based contracts (e.g., Statements of Work, Change Orders, Professional Services Agreements, Master Service Agreements, License Contracts).
Understanding of how professional services operate within a technology company, including delivery models, resourcing, and margin dynamics.
Awareness of revenue recognition principles for Software and Services companies (ASC 606).
Proven ability to influence senior stakeholders and drive decisions in ambiguous, high-stakes situations — without relying on formal authority.
Exceptional communication, executive presence, and relationship-building skills.
Strong analytical, problem-solving, and risk assessment capabilities.
Proven ability to independently manage a complex, high-priority workload with competing deadlines.
High level of personal integrity, professionalism, and accountability.
Willingness to travel up to 20% as required.

Nice To Haves

Relevant certifications (e.g., PMP, RMP, Agile/Scrum) are a plus.
Solution Engineer (SE) and/or Customer Success Manager (CSM) experience a plus.
Experience positioning, selling, and/or supporting Salesforce products and solutions with Customers.
Familiarity with pricing strategies and deal economics for SaaS/cloud services.
Industry experience in CRM, Financial Services, Healthcare, or Retail is beneficial.
Working knowledge of AI products such as Agentforce, SlackBot, or Gemini a plus.
Experience driving process transformation or operational improvement initiatives.

Responsibilities

Own the end-to-end review of professional services deals for accuracy, strategic alignment, pricing, and risk exposure — setting the standard for quality and consistency.
Lead the evaluation of business terms, staffing plans, project scope, and cost estimates; drive risk mitigation strategies and escalation decisions.
Serve as a senior advisor and subject matter expert to Sales teams on policy interpretation, deal structure, and risk evaluation, influencing deal outcomes at a strategic level.
Build and maintain strong partnerships with Legal, Finance, Deal Desk, and Professional Services leadership to ensure deals meet company standards and business objectives.
Manage a complex portfolio of deal reviews simultaneously, delivering consistently on time in alignment with internal SLAs and business priorities.
Develop and deliver executive-level deal review summaries, findings, and recommendations to senior leadership and key stakeholders.
Lead the continuous improvement of deal review processes, tools, and governance frameworks — identifying systemic risks and driving scalable solutions.
Own and lead internal initiatives related to risk management practices, policy development, and system enhancements.
Stay ahead of industry trends, pricing strategies, and competitive dynamics to inform sustainable and commercially sound service offerings.
Act as a mentor and knowledge resource for peers and junior team members, elevating the overall capability of the DealStrat Services team.