Manager, Pricing Product & Operations for Success Plans

Salesforce•Indianapolis, IN

About The Position

Salesforce is seeking a Manager of Pricing Product & Operations to serve as the business owner and functional lead for its Success Plans Pricing Calculator. The role connects commercial pricing strategy, field deal support, and technology. The position is the functional authority on pricing fundamentals, calculator logic, and requirements; technical development, engineering, and deployment are handled by Digital Enterprise Team (DET) partners. The manager is the primary contact for sales teams with calculator questions, supports deal scenarios, defines business requirements, and analyzes pricing KPIs for senior leadership reviews. The role partners with the Success Plan Pricing & Packaging team to translate pricing frameworks, service tiers, and rate structures into system logic. It also coordinates business-side testing and releases, supports integrations with CRM and downstream CPQ or billing systems, maintains approval and delegation logic, and leads the functional enhancement roadmap based on usage and frontline feedback.

Requirements

At least 5 years of experience across Pricing Operations, Commercial Finance, Revenue Operations, or Deal Desk, with demonstrated success as a functional lead or business product owner for commercial tools.
Strong mastery of enterprise pricing mechanics, commercial structures, recurring revenue models such as ARR and ACV, services packaging, and multi-tier discounting governance.
Demonstrated experience writing detailed business requirements, user acceptance criteria, and workflow logic for engineering or IT development teams.
Advanced data analysis skills, including advanced Excel or Google Sheets, SQL, and BI tools such as Tableau, and the ability to turn deal data into strategic narratives for executive leadership.
Exceptional communication skills, including the ability to explain complex pricing logic to sales representatives under deal pressure and align with technical developers and executive stakeholders.
Bachelor’s degree in Finance, Economics, Business Administration, Information Systems, or a related quantitative field, or equivalent practical experience.

Nice To Haves

Direct experience supporting Customer Success or Success Plan pricing, packaging, and commercialization models.
Experience with CRM/CPQ ecosystems, such as Salesforce CPQ, or custom-built enterprise quoting applications.
Familiarity with Agile/Scrum product delivery workflows and requirements tools such as Jira or GUS.

Responsibilities

Serve as the subject matter expert and frontline resource for Account Executives and Deal Desk on pricing-calculator deal scenarios.
Lead training sessions and create practical reference guides covering calculator workflows, pricing logic updates, and best practices.
Define, prioritize, and document business requirements and functional specifications for the DET team that builds and maintains the tool.
Partner with the Success Plan Pricing & Packaging team to translate pricing frameworks, service tiers, and rate structures into system logic.
Define test scenarios and lead business-side User Acceptance Testing to validate calculator accuracy against pricing policies before production releases.
Collaborate with technical teams to support end-to-end data flow and connectivity between the calculator, CRM, and downstream CPQ or billing engines.
Analyze quoting patterns, regional discounting trends, and tool utilization, and present strategic insights in Monthly Business Reviews for senior leadership.
Establish, maintain, and audit approval thresholds, exception triggers, and delegation-of-authority matrices encoded in the tool.
Track feature adoption, collect frontline commercial feedback, and manage the functional enhancement roadmap to reduce quoting friction and improve quote turnaround time.