Manager, Revenue Strategy

Salesforce•Indianapolis, IN

About The Position

Lead technical revenue recognition and systems execution for Salesforce's Revenue Management organization, bridging revenue policy interpretation with cross-functional systems design and implementation. Act as the primary Revenue Management representative on transformation initiatives (e.g., consumption/AI-based GTM), owning execution from requirements gathering through UAT and deployment.

Requirements

Undergraduate degree in Finance, Accounting, or related field.
Minimum of 5-7 years in revenue accounting/recognition (ASC 606), with experience in systems implementation or transformation programs in a public SaaS environment.
Sufficient depth in ASC 606 to advise technical revenue questions across the business, including GTM pricing/deal structures and M&A integration.
Demonstrated ability to navigate ambiguity, manage multiple priorities, and drive initiatives to completion in complex, evolving environments.
Track record of representing a function credibly in cross-functional, multi-stakeholder forums.
Strong communication skills, able to translate complex revenue/technical topics into clear guidance and impactful narratives for stakeholders and leadership.
Adapts effectively to shifting priorities and ambiguity; builds support among stakeholders and influencers to drive change through periods of transformation.
Proactive, collaborative leader with sharp attention to detail, comfortable operating with significant autonomy.
Self-aware and coachable, with a demonstrated commitment to growth and continuous improvement.
Strong results orientation: identifies risks early, drives resolution, and improves documentation/process along the way.

Nice To Haves

CPA license or comparable professional designation preferred.
Experience with Quote-to-Cash (QtC) systems (e.g., Zuora, Salesforce) strongly preferred.

Responsibilities

Represent Revenue Management in cross-functional transformation initiatives, including consumption-based and AI-driven go-to-market pricing programs.
Interpret revenue recognition requirements (ASC 606) and translate them into systems and process design decisions.
Provide technical revenue recognition guidance across the business, including GTM deal structuring, M&A integration accounting, and other non-standard/complex revenue scenarios.
Prepare clear, executive-ready narratives that translate technical revenue analysis into business impact for senior stakeholders.
Build support among cross-functional decision-makers and influencers to navigate ambiguity and drive adoption of process/systems change.
Own end-to-end delivery of revenue systems initiatives: requirements gathering, solution design review, testing strategy, and UAT execution.
Partner with Product, Engineering, IT, RevOps, Legal, Deal Desk, SOX, and other Revenue Management stakeholders to align on scope, timelines, and resourcing.
Serve as primary liaison between Revenue Management and key stakeholders, independently representing the function in decision-making forums.
Influence business and systems design decisions; provide sound recommendations and escalate risks appropriately.
Own stakeholder communications, training programs, and organizational readiness for new systems and processes.
Lead knowledge-sharing efforts (office hours, training sessions, documentation) to build stakeholder self-sufficiency.
Identify and drive process improvements, automation, and standardized playbooks to scale Revenue Management's operational capacity.