Manager, Pricing Product & Operations for Success Plans

Salesforce is seeking a Manager, Pricing Product & Operations for Success Plans in Indianapolis, Indiana to serve as business owner and functional lead for the Success Plans Pricing Calculator. This role connects commercial pricing strategy with deal support and the systems that power quoting, acting as a primary point of contact for sales teams while guiding requirements, UAT, governance, and ongoing tool evolution.

What you’ll do

• Act as the subject matter expert and frontline resource for Account Executives and Deal Desk on deal scenarios within the pricing calculator.
• Run training sessions and build practical reference guides to help commercial teams follow calculator workflows, understand pricing logic updates, and apply best practices.
• Define, prioritize, and document business requirement documents (BRDs) and functional specifications for the DET team that builds and maintains the tool.
• Partner with the Success Plan Pricing & Packaging team to translate evolving pricing frameworks, service tiers, and rate structures into clear system logic.
• Develop test scenarios and lead business-side User Acceptance Testing (UAT) to validate calculator accuracy against pricing policies before DET releases to production.
• Coordinate with technical teams to ensure seamless end-to-end data flow and connectivity between the calculator, CRM, and downstream CPQ or billing engines.
• Perform advanced data analysis on quoting patterns, regional discounting trends, and tool utilization to produce strategic insights for senior leadership reviews.
• Establish, maintain, and audit approval threshold logic, exception triggers, and delegation-of-authority matrices encoded in the tool.
• Track feature adoption, collect feedback from frontline commercial teams, and manage a functional enhancement roadmap to reduce quoting friction and improve quote turnaround time.
• Bridge commercial needs and technical delivery by turning business logic into requirements that guide development and release readiness.

Key qualifications

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

Technologies you’ll work with

• Excel, Google Sheets, SQL, Tableau, Salesforce CPQ, Jira, Agile/Scrum, GUS