Director/Senior Director, Pricing Strategy

Salesforce•Chicago, IL

2d•Hybrid

About The Position

Salesforce is seeking a Senior Director of Monetization Strategy responsible for developing long-term monetization strategies for Salesforce’s flexible pricing model. This role involves close collaboration with the product development organization to understand the product roadmap and define future packaging and pricing to target specific customer segments. The individual will evaluate, design, and test new commercial models aligned with evolving market trends and customer needs to accelerate Salesforce’s growth. The candidate should be adept at creating clarity from ambiguity, using a hypothesis-driven problem-solving approach, supporting executive decision-making amidst conflicting priorities, analyzing product data, conducting market and competitive research, and influencing product and business strategy.

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 / 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.)

Nice To Haves

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

Responsibilities

Partner with product leadership to identify and prioritize products & 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 & 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