Manager, Revenue Recognition Strategy

Salesforce•Atlanta, GA

1d•Hybrid

About The Position

In this highly visible role, the Manager, Revenue Recognition Strategy will lead our Standalone Selling Price (SSP) program, including methodology, periodic analysis, reporting, controls, and audit support. SSP determines how revenue is allocated across the products and services in every bundled deal, so your work directly affects the accuracy of our reported results and how confidently the business can launch new pricing, packaging, and go-to-market initiatives. The role also supports monthly and quarterly processes and shares responsibility for SOX compliance, the integration of acquired entities, and system projects within the Revenue Recognition team. As a subject matter expert in Revenue Recognition, you will support our internal revenue team and business partners in reviewing, guiding, and implementing new go-to-market initiatives. You will thrive in a fast-paced, changing environment and work across many functions, including Finance, Product, Sales, Business Technology (BT), and external vendors. You will also need to understand a wide range of issues and business models driven by acquisitions, revenue recognition requirements, and strategic shifts in go-to-market strategy.

Requirements

6+ years of progressive accounting experience (Big 4 and/or industry), including 3+ years in technical revenue recognition under ASC 606 in a public company environment
Undergraduate degree in Finance, Accounting, or related field.
Hands-on experience performing, reviewing, or auditing SSP analyses for multi-element arrangements, including methodology, data analysis, and documentation
Strong working knowledge of ASC 606 (including multi-element arrangements, variable consideration, contract modifications, and material rights)
Experience researching technical accounting topics and drafting technical accounting memos and policies
Advanced Microsoft Excel skills and the ability to analyze large transaction datasets (for example, with SQL or similar tools)
Proactive, collaborative leader with sharp attention to detail, comfortable operating with significant autonomy, with the rigor to produce audit-ready analysis and SOX-ready documentation.
Project management skills, including planning, task assignment, status tracking, and reporting
Excellent interpersonal skills and the ability to communicate clearly, both verbally and in writing

Nice To Haves

Experience with Quote-to-Cash systems (e.g., Zuora Revenue, Salesforce and Tableau)
CPA (or equivalent professional certification) strongly preferred
SaaS and software revenue recognition experience, including subscription, term license, and services bundles
Experience applying automation or analytics tools (for example, SQL, Python, or AI-enabled workflows) to improve accounting processes, with appropriate review and controls
Ability to quickly grasp company operations and business drivers

Responsibilities

Lead the end-to-end SSP process, including methodology, periodic refresh, data analysis, calculations, and documentation, and continue to enhance and streamline it as the business evolves
Partner with business teams to address technical revenue recognition questions on new deal models, pricing and packaging changes (including bundles and potential material rights), and partnerships, and assess SSP implications before launch
Establish and maintain SSP policies and guardrails in partnership with Pricing, Deal Desk, and Sales Operations, and identify gaps in policies and procedures, including SSP, stemming from new go-to-market and sales initiatives
Serve as the primary SSP contact for external auditors and SOX testing, owning SSP-related key controls and sharing responsibility for SOX compliance with the Revenue Recognition team and business partners
Improve existing processes and identify and deliver automation opportunities that reduce manual analysis and recalculation, working with the Revenue Recognition team and business partners
Draft technical accounting memos related to relevant new guidance and/or non-standard transactions and business models
Create and deliver presentations to company management and external auditors on highly technical topics
Lead the SSP and revenue allocation requirements for IT system projects, including Revenue Management System upgrades, and ensure the pricing and transaction data that feeds SSP is complete and accurate
Support the integration of acquired entities by establishing SSP for acquired products and aligning their revenue policies, processes, and controls with company standards