Manager, Pricing Product & Operations for Success Plans

Description The Experience

We are seeking a Manager of Pricing Product & Operations to serve as the business owner and functional lead for our Success Plans Pricing Calculator. In this role, you will bridge the gap between commercial pricing strategy, field deal support, and technology.

While technical development, engineering, and deployment are executed by our Digital Enterprise Team (DET) partners, this role is the functional authority on pricing fundamentals, tool logic, and requirements. You will act as the primary point of contact for our sales teams who have questions about our pricing calculator while navigating deal scenarios, lead business requirements definition, and analyze and track key pricing KPIs to inform senior leadership reviews.

What You’ll Actually Be Doing

• Field Support and Troubleshooting: Serve as the subject matter expert and frontline resource for Account Execs and Deal Desk for deal scenarios in the pricing calculator.
• Commercial Enablement: Lead training sessions and create practical reference guides to upskill commercial teams on calculator workflows, pricing logic updates, and best practices.
• Product Ownership & Requirements: Define, prioritize, and document comprehensive business requirement documents (BRDs) and functional specifications for the DET team who builds and maintains the tool.
• Pricing & Packaging Methodology Integration: Partner closely with the broader Success Plan Pricing & Packaging team to translate evolving pricing frameworks, service tiers, and rate structures into clear system logic.
• UAT & Release Coordination: Define test scenarios and lead business-side User Acceptance Testing (UAT) to validate tool accuracy against pricing policies before DET pushes releases to production.
• Systems Integration Alignment: Collaborate with technical teams to ensure seamless end-to-end data flow and connectivity between the calculator, CRM, and downstream CPQ or billing engines.
• Monthly Business Reviews (MBRs): Perform advanced data analysis on quoting patterns, regional discounting trends, and tool utilization to build and present strategic insights for senior leadership reviews.
• Governance & Delegated Authority: Establish, maintain, and audit approval threshold logic, exception triggers, and delegation-of-authority matrices encoded in the tool.
• Continuous Tool Evolution: Track feature adoption, gather frontline commercial feedback, and manage the functional enhancement roadmap to reduce quoting friction and improve quote turnaround time.

You’re Our Person If...

• Experience: 5+ years of experience across Pricing Operations, Commercial Finance, Revenue Operations, or Deal Desk, with proven success acting as a functional lead or business product owner for commercial tools.
• Pricing Fundamentals: Strong mastery of enterprise pricing mechanics, commercial structures, recurring revenue models (ARR/ACV), services packaging, and multi-tier discounting governance.
• Business Requirements & Product Delivery: Demonstrated track record of writing detailed business requirements, user acceptance criteria, and workflow logic for engineering/IT development teams (such as DET).
• Advanced Analytical Capabilities: Advanced data analysis skills (advanced Excel/Google Sheets, SQL, BI tools such as Tableau) with proven ability to synthesize raw deal data into strategic narratives for executive leadership.
• Stakeholder Management: Exceptional communication skills with the ability to translate complex pricing logic for sales reps under deal pressure while simultaneously aligning with technical developers and executive stakeholders.
• Education: Bachelor’s degree in Finance, Economics, Business Administration, Information Systems, or a related quantitative field (or equivalent practical experience).

Even Better If...

• Direct experience supporting Customer Success / Success Plan pricing, packaging, and commercialization models.
• Experience navigating CRM/CPQ ecosystems (e.g., Salesforce CPQ) or custom-built enterprise quoting applications.
• Familiarity with Agile/Scrum product delivery workflows and requirements tooling (e.g., Jira, GUS).

In the United States, compensation offered will be determined by factors such as location, job level, job-related knowledge, skills, and experience. Certain roles may be eligible for incentive compensation, equity, and benefits. Salesforce offers a variety of benefits to help you live well including: time off programs, medical, dental, vision, mental health support, paid parental leave, life and disability insurance, 401(k), and an employee stock purchasing program. More details about company benefits can be found at the following link: https://www.salesforcebenefits.com.