Director, Revenue

Overview

The Director, Revenue, will serve as a strategic business partner and trusted advisor to senior leadership, Sales, Legal, Sales Operations, and Pricing teams. This role requires exceptional leadership capabilities to drive revenue recognition strategy, influence complex customer contract negotiations, and ensure enterprise-wide compliance with revenue recognition standards. The ideal candidate thrives in a fast-paced, high-growth environment and can operate across multiple functions within the business and finance organization.

The candidate should demonstrate strategic thinking, strong business acumen, and the ability to translate complex technical accounting into actionable business insights. Extensive expertise in ASC 606 with SaaS and subscription business models in the technology industry is required, with experience managing organizational complexity driven by acquisitions and evolving revenue recognition requirements.

About Salesforce: Salesforce is the #1 AI CRM, where humans with agents drive customer success together. The company focuses on innovation, trust, and core values while transforming the way work is done.

Responsibilities

• Serve as a strategic advisor to Sales, Sales Operations, Pricing, and Legal leadership during complex, high-value contract negotiations, providing expert guidance to optimize deal structures while ensuring proper revenue recognition
• Lead the review and technical accounting analysis of complex revenue contracts for compliance with US GAAP and establish appropriate accounting treatment
• Drive the development and implementation of scalable contract structures for both existing and new products, working cross-functionally to optimize the quote-to-cash process enterprise-wide
• Design and lead comprehensive training programs on revenue recognition rules, policies, and practices across the Company, with particular focus on Sales leadership and field teams
• Partner with external auditors at a senior level, anticipating and responding to changes in audit approach and technical accounting standards
• Maintain strategic relationships with external technical accounting advisors and stay ahead of industry trends and regulatory changes
• Establish and maintain robust documentation frameworks for all review and compliance work
• Champion a culture of exceptional customer service across departmental, cross-departmental, and cross-regional teams
• Oversee SOX compliance initiatives in partnership with the Revenue Recognition team and business partners
• Lead critical special projects and drive the rollout of global processes and guidance on revenue recognition topics
• Influence and shape revenue recognition policies and procedures to support business growth and transformation

Experience/Skills Required

• Bachelor's degree in Accounting, Finance, or related field
• CPA required
• 10+ years of progressive experience ideally with a combination of public accounting and industry leadership roles
• Minimum 6+ years of relevant revenue recognition experience with demonstrated technical depth in ASC 606
• Executive-level communication skills with demonstrated ability to influence and present complex technical concepts clearly and concisely to both technical and non-technical audiences, including C-suite executives
• Strategic thinker with strong business acumen and ability to connect technical accounting to business strategy
• Strong project and program management capabilities including planning, resource allocation, and executive-level reporting

Experience/Skills Desired

• Demonstrated ability to influence and inspire virtual, global, and cross-functional teams while championing diversity, equity, and inclusion
• Extensive experience in SaaS/software/subscription business models within the technology industry
• Executive presence with ability to operate effectively in a dynamic, fast-paced, hyper-growth company where adaptability and change management are critical
• Superior interpersonal and influencing skills; confident in engaging in healthy debate on difficult issues; ability to think strategically and present to executive audiences
• Exceptional ability to manage multiple strategic priorities and competing organizational goals
• Proven ability to build trusted advisor relationships with executives and senior leaders across functions (Sales, Legal, Operations, Product)
• Deep understanding of company operations, business drivers, and competitive landscape
• Experience with Salesforce and Zuora RevPro highly desirable
• Prior experience leading through acquisitions, integrations, or significant business model transformations preferred

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.

Equality and Accommodations

Salesforce is an equal opportunity employer. If you need a reasonable accommodation during the application or recruiting process, please submit a request via the Accommodations Request Form.

Please note that Salesforce uses artificial intelligence (AI) tools to help recruiters assess candidates' resumes and qualifications. Humans will always make hiring decisions. See our Candidate Privacy Statement for more information about how we use your data and your rights.

Posting Statement: Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment. What does that mean exactly? Salesforce believes in equality and inclusivity, and recruiting, hiring, and promotion decisions are based on merit.

Compensation varies by location, job level, knowledge, and experience. Benefits include time off, medical, dental, vision, mental health support, parental leave, life and disability insurance, 401(k), and employee stock purchasing program. Base salary range for this position is $164,000 - $261,500 annually.