Senior Manager, Revenue Strategy

Salesforce•Chicago, IL

4d•Hybrid

About The Position

This is a highly visible, dynamic, and collaborative role within Revenue Strategy, serving as the team's representative in new product introduction (NPI) meetings, comprehensive product lifecycle management, strategic company projects, and various go-to-market initiatives. The Senior Manager will be crucial in guiding business partners on revenue recognition in accordance with ASC 606. The ideal candidate must thrive in a fast-paced, ever-changing business environment, possess critical thinking skills regarding ASC 606 guidance, and demonstrate a creative mindset to effectively guide the business through revenue complexities and risks. This role requires the ability to be a strong business partner, balancing risk mitigation with business agility. Success in this role demands an in-depth understanding of diverse revenue recognition models (including SaaS, Software, and Consumption models), thorough knowledge of ASC 606 and its application aligned with internal company policy, and a comprehensive understanding of the end-to-end quote-to-cash process. The role involves working closely with many different functions across the business and within Finance.

Requirements

10+ years combined Big 4 and/or SaaS Industry experience focused on revenue recognition guidance under ASC606.
Proficient in ASC 606, in particular the ability to identify performance obligation(s) (POBs) in accordance with standards.
Proficient in drafting memos on complex product offering to conclude on all steps 5 of revenue recognition guidance.
Successfully articulate complex revenue recognition guidance to business partners in simple, non-accounting language, highlighting associated non-compliance risks.
Take complete accountability of team member’s deliverables and be able to guide the team on day to day matters.
Ability to work in a dynamic, fast paced, fast growing company where adaptability is imperative.
Excellent interpersonal skills, ability to articulate verbally and in writing, ability to present to a cross-functional audience
Excellent time management, organizational skills and self-motivation to take ownership and accountability to reach the finish line.

Nice To Haves

Proven experience in the high-tech SaaS industry
Experience using Salesforce, Revenue Management Software (RevPro by Zuora) and Tableau
Experience with project management
CPA

Responsibilities

Act as the primary representative and lead for the Revenue Strategy team on major strategic initiatives. This includes both complex projects originating within the broader Revenue Management team and high-priority, cross-functional initiatives spanning the entire company.
Maintain complete accountability for working seamlessly and cross-functionally with Operational teams, Business Partners (e.g., Product, Sales, Finance), and other key stakeholders to successfully implement new, strategically significant go-to-market initiatives.
Conduct in-depth technical accounting research on complex and often novel product offerings, pricing models, and revenue streams. Prepare detailed, well-supported accounting memos and formal presentations for internal review and approval by senior leadership. This is crucial for maintaining compliance and accurately recognizing revenue for innovative products.
Supervise and actively assist the team in the review, documentation, and maintenance of SOX (Sarbanes-Oxley) controls related to revenue processes. Assist in and review SOX Controls, Reserves and other Reporting deliverables