Manager, Revenue Strategy
Spotted 4d agoFull time
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Job description
About this role
Employer-provided description, formatted for easier reading.
Lead technical revenue recognition and systems execution for Salesforce's Revenue Management organization, bridging revenue policy interpretation with cross-functional systems design and implementation. Act as the primary Revenue Management representative on transformation initiatives (e. g.
, consumption/AI-based GTM), owning execution from requirements gathering through UAT and deployment.
Key Responsibilities
- Represent Revenue Management in cross-functional transformation initiatives, including consumption-based and AI-driven go-to-market pricing programs.
- Interpret revenue recognition requirements (ASC 606) and translate them into systems and process design decisions.
- Provide technical revenue recognition guidance across the business, including GTM deal structuring, M&A integration accounting, and other non-standard/complex revenue scenarios.
- Prepare clear, executive-ready narratives that translate technical revenue analysis into business impact for senior stakeholders.
- Build support among cross-functional decision-makers and influencers to navigate ambiguity and drive adoption of process/systems change.
- Own end-to-end delivery of revenue systems initiatives: requirements gathering, solution design review, testing strategy, and UAT execution.
- Partner with Product, Engineering, IT, RevOps, Legal, Deal Desk, SOX, and other Revenue Management stakeholders to align on scope, timelines, and resourcing.
- Serve as primary liaison between Revenue Management and key stakeholders, independently representing the function in decision-making forums.
- Influence business and systems design decisions; provide sound recommendations and escalate risks appropriately.
- Own stakeholder communications, training programs, and organizational readiness for new systems and processes.
- Lead knowledge-sharing efforts (office hours, training sessions, documentation) to build stakeholder self-sufficiency.
- Identify and drive process improvements, automation, and standardized playbooks to scale Revenue Management's operational capacity.
Candidate Requirements
Academic & Professional Credentials
- Undergraduate degree in Finance, Accounting, or related field.
- CPA license or comparable professional designation preferred.
Technical Proficiency & Background
- Minimum of 5-7 years in revenue accounting/recognition (ASC 606), with experience in systems implementation or transformation programs in a public SaaS environment.
- Sufficient depth in ASC 606 to advise technical revenue questions across the business, including GTM pricing/deal structures and M&A integration.
- Experience with Quote-to-Cash (QtC) systems (e.g., Zuora, Salesforce) strongly preferred.
- Demonstrated ability to navigate ambiguity, manage multiple priorities, and drive initiatives to completion in complex, evolving environments.
- Track record of representing a function credibly in cross-functional, multi-stakeholder forums.
Leadership Qualities
- Strong communication skills, able to translate complex revenue/technical topics into clear guidance and impactful narratives for stakeholders and leadership.
- Adapts effectively to shifting priorities and ambiguity; builds support among stakeholders and influencers to drive change through periods of transformation.
- Proactive, collaborative leader with sharp attention to detail, comfortable operating with significant autonomy.
- Self-aware and coachable, with a demonstrated commitment to growth and continuous improvement.
- Strong results orientation: identifies risks early, drives resolution, and improves documentation/process along the way.
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