Senior Director/Director, Monetization Strategy

Overview of the Role Salesforce is seeking a Director/Senior Director of Monetization Strategy that will be responsible for developing long term monetization for Salesforce’s C360 Apps and Industries products. 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 working experience

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.)

Preferred Skills/Qualifications 2+ years of SaaS pricing or strategy experience

2+ 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

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