Manager, Revenue Recognition Strategy

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Job Category

Finance

Job Details

About Salesforce

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In this highly visible role, the Manager, Revenue Recognition Strategy will lead our Standalone Selling Price (SSP) program, including methodology, periodic analysis, reporting, controls, and audit support. SSP determines how revenue is allocated across the products and services in every bundled deal, so your work directly affects the accuracy of our reported results and how confidently the business can launch new pricing, packaging, and go-to-market initiatives. The role also supports monthly and quarterly processes and shares responsibility for SOX compliance, the integration of acquired entities, and system projects within the Revenue Recognition team. As a subject matter expert in Revenue Recognition, you will support our internal revenue team and business partners in reviewing, guiding, and implementing new go-to-market initiatives. You will thrive in a fast-paced, changing environment and work across many functions, including Finance, Product, Sales, Business Technology (BT), and external vendors. You will also need to understand a wide range of issues and business models driven by acquisitions, revenue recognition requirements, and strategic shifts in go-to-market strategy. The position reports to the Director, Revenue Recognition.

Key Responsibilities:

• Lead the end-to-end SSP process, including methodology, periodic refresh, data analysis, calculations, and documentation, and continue to enhance and streamline it as the business evolves

• Partner with business teams to address technical revenue recognition questions on new deal models, pricing and packaging changes (including bundles and potential material rights), and partnerships, and assess SSP implications before launch

• Establish and maintain SSP policies and guardrails in partnership with Pricing, Deal Desk, and Sales Operations, and identify gaps in policies and procedures, including SSP, stemming from new go-to-market and sales initiatives

• Serve as the primary SSP contact for external auditors and SOX testing, owning SSP-related key controls and sharing responsibility for SOX compliance with the Revenue Recognition team and business partners

• Improve existing processes and identify and deliver automation opportunities that reduce manual analysis and recalculation, working with the Revenue Recognition team and business partners

• Draft technical accounting memos related to relevant new guidance and/or non-standard transactions and business models

• Create and deliver presentations to company management and external auditors on highly technical topics

• Lead the SSP and revenue allocation requirements for IT system projects, including Revenue Management System upgrades, and ensure the pricing and transaction data that feeds SSP is complete and accurate

• Support the integration of acquired entities by establishing SSP for acquired products and aligning their revenue policies, processes, and controls with company standards

Required Qualifications:

• 6+ years of progressive accounting experience (Big 4 and/or industry), including 3+ years in technical revenue recognition under ASC 606 in a public company environment

• Undergraduate degree in Finance, Accounting, or related field.

• Hands-on experience performing, reviewing, or auditing SSP analyses for multi-element arrangements, including methodology, data analysis, and documentation

• Strong working knowledge of ASC 606 (including multi-element arrangements, variable consideration, contract modifications, and material rights)

• Experience researching technical accounting topics and drafting technical accounting memos and policies

• Advanced Microsoft Excel skills and the ability to analyze large transaction datasets (for example, with SQL or similar tools)

• Proactive, collaborative leader with sharp attention to detail, comfortable operating with significant autonomy, with the rigor to produce audit-ready analysis and SOX-ready documentation.

• Project management skills, including planning, task assignment, status tracking, and reporting

• Excellent interpersonal skills and the ability to communicate clearly, both verbally and in writing

Preferred Qualifications:

• Experience with Quote-to-Cash systems (e.g., Zuora Revenue, Salesforce and Tableau)

• CPA (or equivalent professional certification) strongly preferred

• SaaS and software revenue recognition experience, including subscription, term license, and services bundles

• Experience applying automation or analytics tools (for example, SQL, Python, or AI-enabled workflows) to improve accounting processes, with appropriate review and controls

• Ability to quickly grasp company operations and business drivers

This is a hybrid role with three days per week in the office.

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.

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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.