Senior Pricing Analyst

Salesforce•Washington, DC

1d•$94,000 - $142,300•Hybrid

About The Position

Salesforce is seeking an experienced Senior Pricing Analyst to develop and execute pricing and commercial strategies for complex professional services opportunities, including RFPs, proposals, and commercial and government contracts. The role supports complex customer deals and competitive proposals, evaluates contractual terms, develops pricing models and cost volumes, and partners with Sales, Finance, Contracts, Operations, Proposal Support, and business leadership to promote profitable growth and improve the likelihood of winning strategic opportunities. The successful candidate will combine professional-services, commercial, analytical, financial, and communication expertise to build and evaluate complex pricing models, interpret customer solicitation requirements, structure deals, and create compelling pricing strategies. The role also uses modern analytical, AI-enabled, and automation tools to improve pricing processes, analysis, and decision-making. It requires balancing strategic and tactical priorities and working independently in a fast-paced environment with limited direction. The position has a minimum in-office expectation of three days per week.

Requirements

Bachelor’s degree in finance, economics, business, mathematics, statistics, data analytics, or a related field.
At least 6 years of progressive experience in professional services pricing, strategy, revenue management, deal desk, financial analysis, proposal pricing, or a related discipline.
Demonstrated experience developing and implementing pricing strategies.
Experience supporting complex, high-value, strategic, and/or competitive customer deals and proposals.
Ability to interpret customer requirements, solicitation pricing instructions, and contracting principles and develop compelling pricing solutions.
Strong financial modeling and quantitative analysis capabilities.
Demonstrated experience leading complex pricing initiatives, cross-functional projects, or teams.
Experience developing pricing models, cost narratives, financial analyses, and recommendations for commercial and public-sector opportunities.
Ability to work effectively with all organizational levels, including executive leadership.
Ability to balance strategic and tactical priorities and work effectively in a fast-paced environment with limited direction.
Professional demeanor and excellent written and verbal communication skills.

Nice To Haves

Experience with commercial and government professional services and/or business models.
Demonstrated experience using generative AI and/or automation tools to improve business analytics, proposal analysis, process efficiency, or commercial decision-making.
Experience with advanced Excel, including financial modeling, scenario analysis, pricing models, Power Query, PivotTables, complex formulas, and data manipulation.
Experience developing or interpreting pricing, financial, and commercial dashboards using Power BI or Tableau.
Experience with CRM, CPQ, or ERP platforms such as Salesforce.
Experience with tools for developing cost volumes, pricing models, proposal responses, and contract-related reporting.
Hands-on experience with generative AI platforms such as Claude or ChatGPT.
Experience identifying and adopting AI, automation, and analytical capabilities to improve pricing efficiency, proposal quality, analysis, and decision-making.

Responsibilities

Develop and implement pricing strategies aligned with business objectives, market conditions, customer requirements, competition, and profitability targets.
Identify opportunities to improve net margin, revenue, and overall business performance.
Develop pricing models for professional services, contracts, and complex customer engagements.
Lead pricing strategy discussions and formal pricing reviews with senior management and stakeholders.
Review and analyze RFPs, solicitations, statements of work, pricing instructions, and customer requirements to develop compliant, competitive pricing strategies.
Develop cost narratives and other proposal content explaining pricing assumptions, methodology, and strategy.
Coordinate proposal pricing timelines and support across Finance, Sales, Legal, Operations, Proposal Support, and other internal stakeholders.
Integrate pricing strategies into proposal models and ensure consistency across pricing assumptions, cost volumes, contractual terms, and proposal components.
Support formal proposal reviews, including color reviews and executive-level pricing reviews.
Partner with Sales and Account Management on complex, strategic, high-value, and competitive opportunities.
Design financially viable deal structures, including volume-based and tiered pricing, bundles, discounts, incentives, contractual commitments, and other non-standard arrangements.
Support desk activities and provide pricing recommendations for strategic opportunities.
Review proposed contract terms and identify financial, pricing, and margin risks.
Partner with Legal, Finance, Delivery, and Operations to align pricing strategies with contractual and operational requirements.
Build and maintain pricing dashboards and analytical models to monitor pricing KPIs.
Perform competitive and market pricing analysis and translate findings into recommendations for senior leadership.
Collaborate with Sales, Finance, Delivery, Legal, Operations, Proposal Support, and executive leadership, serving as a strategic pricing advisor to public-sector, commercial, and business leaders.
Present pricing recommendations, deal economics, proposal strategies, business cases, and financial analyses to senior leadership.
Develop and improve pricing tools, templates, models, workflows, and training materials to increase efficiency, consistency, accuracy, scalability, and adoption of best practices.
Identify opportunities to simplify and automate pricing and proposal processes and continuously improve the pricing operating model.
Use and evaluate analytical, commercial, AI, and automation tools to improve pricing analysis, proposal development, decision-making, and business processes.
Develop repeatable AI-assisted workflows while maintaining data privacy, accuracy, governance, security, and human review.

Benefits

Time off programs
Medical insurance
Dental insurance
Vision insurance
Mental health support
Paid parental leave
Life insurance
Disability insurance
401(k)
Employee stock purchasing program
Potential eligibility for company bonus, sales incentives, and equity, as applicable