Senior Director, Monetization Strategy

To get the best candidate experience, please consider applying for a maximum of 3 roles within 12 months to ensure you are not duplicating efforts.

Job Category

Product

Job Details

About Salesforce

Salesforce is the #1 AI CRM, where humans with agents drive customer success together. Here, ambition meets action. Tech meets trust. And innovation isn’t a buzzword — it’s a way of life. The world of work as we know it is changing and we're looking for Trailblazers who are passionate about bettering business and the world through AI, driving innovation, and keeping Salesforce's core values at the heart of it all.

Ready to level-up your career at the company leading workforce transformation in the agentic era? You’re in the right place! Agentforce is the future of AI, and you are the future of Salesforce.

Overview of the Role

Salesforce is seeking a Senior Director of Monetization Strategy that will be responsible for developing long term monetization for Salesforce’s flexible pricing model. This individual will work closely with the product development organization to understand the product roadmap and will define the future packaging/pricing in order to target specific customer segments.  Additionally, this person will evaluate, design, and test new commercial models that align to evolving market trends and customer needs, and accelerate Salesforce’s growth.

The candidate must be comfortable with creating clarity out of ambiguity, leveraging a hypothesis-driven problem solving toolkit, supporting executive decisioning on complex decisions with lots of conflicting priorities, analyzing large amounts of product data, conducting quantitative and qualitative market and competitive research, and helping influence and shape product and business strategy. 

Responsibilities

• Partner with product leadership to identify and prioritize products & features for pricing and packaging

• Collaborate with leaders in our product, marketing, finance organizations to help craft new commercial models, define strategies for new offerings, optimize packaging & pricing for existing offers, and drive overall monetization

• Utilize multi-point market inputs to design revenue maximizing strategies

• Design & lead qualitative and quantitative sales and customer research to test pricing & packaging strategy hypotheses

• Design analysis to draw conclusions from product and feature usage patterns

• Conduct market research on competitors in similar and adjacent markets

• Develop and effectively communicate recommendations; influence senior executives and gain alignment on pricing

• Maintain and nurture executive level relationships at Salesforce

• May require leading a team of pricing strategists

Required Skills/Qualifications

• 8+ years of relevant experience (specific level will be determined based on overall experience, expertise, and performance in the interview process)

• Proven ability to frame ambiguous / complex problems, facilitate executive decision making amongst conflicting priorities

• Strong problem solving, analytical and time management skills: Develop hypotheses, define strategic framework; Gather and analyze data, develop insights and recommendations for executives

• Collaborate with multiple executive stakeholders to align on strategic path forward 

• Operationalize strategy; ongoing prioritization as new information comes to light

• Drive cross functional execution to get things done

• Excellent verbal and written communication skills; ability to communicate effectively with and influence the decisions of different levels of management

• Intellectually curious, creative strategic business thinker who loves to tackle complex challenges

• Experience managing and running concurrent projects with complex stakeholder dynamics

• Proven track record of working and excelling in high pressure environments

• Demonstrated ability to drive own work with minimal supervision

• Proficiency with MS Excel and experience with large data sets and supporting tools/languages, e.g., SQL, Business Objects, Tableau, R, Python

• Degree or equivalent relevant experience required. Experience will be
  evaluated based on the core competencies for the role (e.g. extracurricular leadership roles, military experience, volunteer roles, work experience, etc.)

• For candidates outside of San Francisco, expected travel to San Francisco up to ~20% per year

Preferred Skills/Qualifications

• 4+ years of SaaS pricing or strategy experience

• 4+ years of experience in software technology company

• Familiarity with developer-focused software products and their business models

• Prior management consulting, investment banking, corporate strategy, monetization /product strategy or product management experience

• MBA preferred

*LI-Y

Unleash Your Potential

When you join Salesforce, you’ll be limitless in all areas of your life. Our benefits and resources support you to find balance and be your best, and our AI agents accelerate your impact so you can do your best. Together, we’ll bring the power of Agentforce to organizations of all sizes and deliver amazing experiences that customers love. Apply today to not only shape the future — but to redefine what’s possible — for yourself, for AI, and the world.

Accommodations

If you need a reasonable accommodation during the application or the recruiting process, please submit a request via this Accommodations Request Form.

Please note that Salesforce uses artificial intelligence (AI) tools to help our recruiters assess and evaluate candidates’ resumes and qualifications throughout the recruiting process. Humans will always make any candidate selection and hiring decisions. Please see our Candidate Privacy Statement for more information about how we use your personal data and your rights, including with regard to use of AI tools and opt out options.

Posting Statement

Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment. What does that mean exactly? It means that at Salesforce, we believe in equality for all. And we believe we can lead the path to equality in part by creating a workplace that’s inclusive, and free from discrimination. Know your rights: workplace discrimination is illegal. Any employee or potential employee will be assessed on the basis of merit, competence and qualifications – without regard to race, religion, color, national origin, sex, sexual orientation, gender expression or identity, transgender status, age, disability, veteran or marital status, political viewpoint, or other classifications protected by law. This policy applies to current and prospective employees, no matter where they are in their Salesforce employment journey. It also applies to recruiting, hiring, job assignment, compensation, promotion, benefits, training, assessment of job performance, discipline, termination, and everything in between. Recruiting, hiring, and promotion decisions at Salesforce are fair and based on merit. The same goes for compensation, benefits, promotions, transfers, reduction in workforce, recall, training, and education.

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.Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, Salesforce will consider for employment qualified applicants with arrest and conviction records.

At Salesforce, we believe in equitable compensation practices that reflect the dynamic nature of labor markets across various regions. The typical base salary range for this position is $171,200 - $320,600 annually. In select cities within the San Francisco and New York City metropolitan area, the base salary range for this role is $205,800 - $348,600 annually. The range represents base salary only, and does not include company bonus, incentive for sales roles, equity or benefits, as applicable.