Description

The Revenue Operations Marketplace Strategy & Operations team is responsible for the design, implementation, and operation of Hyperscaler Marketplaces at Salesforce. We are seeking an experienced Manager to own the end-to-end execution of a Cloud Marketplace Operations team.

Hyperscaler Marketplaces are a top company priority and one of the primary drivers of growth for Salesforce. This role will be responsible for leading a team of Marketplace Operations Analysts primarily supporting the EMEA and APAC regions and helping scale our presence on AWS and Google Cloud Marketplaces.

Responsibilities

Marketplace Operations

Manage the Private Offer lifecycle, including deal eligibility validation, Private Offer creation, sales support, and post-acceptance activities
Act as the subject matter expert on complex billing scenarios
Serve as the primary point of contact for Sales, Partnerships, Sales Operations, Revenue Recognition, Deal Desk, Legal, and other cross-functional partners on Marketplace questions
Ensure operational rigor and extreme attention to detail across all Marketplace transactions
Assist with customer questions about buying through Marketplace
Partner with Finance to track disbursements, reconcile marketplace fees, and ensure accurate revenue recognition

Leadership & Team Management

Lead and develop a team of Marketplace Operations Analysts and contractors responsible for day-to-day Marketplace operations
Provide mentorship, coaching, and performance management to drive team excellence
Build team capacity and scalability to support rapid growth
Strategic Initiatives & Product Development
Define and drive the future state for Marketplace tools, processes, and automation
Lead feature prioritization, requirements gathering, UAT testing, and release management for Marketplace system enhancements
Drive vision and strategy for expansion onto other public cloud Marketplaces
Partner with technical teams to architect scalable solutions that align Marketplace operations with direct selling models

Process Excellence & Scaling

Design and implement scalable processes to support deal volume growth
Develop and maintain process documentation, playbooks, and enablement materials
Identify opportunities for automation and efficiency improvements to reduce manual work
Manage geo-expansion initiatives and support for new currencies, transaction types, and billing models

Minimum Qualifications

7+ years of relevant experience in operations, business analysis, or related fields
2+ years of people management or team leadership experience
Deep understanding of the Quote to Cash lifecycle
Excellent problem-solving skills with a curious mindset and demonstrated ability for critical thinking
Proven ability to manage multiple competing priorities in a fast-paced, high-growth environment
Strong project management capabilities with experience leading cross-functional initiatives
Exceptional written and verbal communication skills
Ability to influence and build relationships across all levels of the organization

Preferred Qualifications

Experience with Cloud Marketplaces (AWS, Azure, or Google Cloud Marketplace) strongly preferred
Experience with CPQ or Order Management Systems
Technical aptitude with experience in systems implementation and process automation
Experience with Tackle.io or similar Marketplace API integration platforms
Background in Sales Operations, Deal Desk, or Revenue Operations
Experience managing strategic, high-value enterprise deals
Familiarity with billing systems, revenue recognition, and financial operations
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.)