Deal Strategy & Pricing Terms Analyst
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About this role
Employer-provided description, formatted for easier reading.
The Deal Strategy & Pricing team protects Salesforce's long-term growth and success by ensuring deals, policies, and pricing promote good business globally. To accomplish our mission, we are seeking a Deal Strategy & Pricing Terms Analyst to assess, validate, and manage pricing terms within approved commercial deals.
The Deal Strategy & Pricing Terms Analyst will be responsible for reviewing and validating pricing terms in accordance with Deal Desk approvals and established commercial guidelines. The role focuses on ensuring pricing consistency, identifying risk or anomalies in approved deal structures, and supporting the velocity and efficiency of deal execution.
The candidate will work closely with groups throughout Salesforce, including Sales, Pricing Deal Desk, Legal, Revenue Recognition, Sales Operations, and Finance. The candidate must have a solid grasp of cloud subscription models, pricing frameworks, and commercial contract terms.
They must be able to navigate internal approval processes, work collaboratively with cross-functional peer groups, and possess superior communication skills.
Responsibilities
- Review and validate pricing terms for sell-side deals, ensuring alignment with Deal Desk–approved pricing guidelines and commercial policies.
- Assess approved deal structures to confirm pricing accuracy, discount compliance, and adherence to established pricing frameworks (including standard and non-standard terms).
- Identify pricing anomalies, risk indicators, or deviations from approved terms, and escalate to the appropriate accountable teams within Salesforce.
- Partner with Deal Desk, Sales Operations, and Finance to support pricing decisions and resolve commercial terms questions.
- Contribute to the development and refinement of best practices around pricing terms review, deal approval workflows, and related business processes.
- Support continuous improvement initiatives to enhance pricing governance, deal velocity, and risk management.
Required Skills / Experience
- Minimum BA/BS degree required
- Fluency in Spanish and/or Portuguese preferred
- At least five years of experience in deal desk, pricing operations, deal strategy, commercial terms review, and/or deal support
- Strong understanding of cloud subscription models, pricing structures, and commercial deal terms
- Demonstrated ability to review and validate pricing terms in complex, multi-product deal structures
- Familiarity with Deal Desk approval processes and standard commercial approval frameworks
- Strong ability to comprehend and evaluate business and commercial risk within pricing and contract language
- Comfort with making sound, well-reasoned decisions in high-pressure, time-sensitive situations
- Strong business acumen and analytical and problem-solving skills
- Strong cross-functional leadership and collaboration skills
- Highly effective written and verbal communication skills — able to explain complex pricing concepts clearly and concisely across all levels of the organization
- Ability to build relationships and work collaboratively to drive results
- Ability to work independently in an ambiguous, fast-paced environment while managing and prioritizing competing demands
- Proven experience influencing and aligning stakeholders at various levels across the organization
- Ability to handle conflict and navigate discussions to productive outcomes