Director, Revenue Recognition

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About Salesforce

We're Salesforce, the Customer Company, inspiring the future of business with AI+ Data +CRM. Leading with our core values, we help companies across every industry blaze new trails and connect with customers in a whole new way. And, we empower you to be a Trailblazer, too - driving your performance and career growth, charting new paths, and improving the state of the world. If you believe in business as the greatest platform for change and in companies doing well and doing good - you've come to the right place.

The Director, Revenue Recognition, will partner with Sales, Legal, Sales Operations, and Pricing teams, play a trusted advisor role for customer contract negotiations, and perform contract review for revenue recognition compliance.

The ideal candidate must enjoy working in a fast paced and constantly changing environment across many different functions within the business and the finance organization. A successful applicant will have a strong working understanding of ASC 606 will ideally have experience in application of the standard to a SaaS business model in the tech industry. Further, candidate must excel in managing and understanding a wide range of issues and business models that could be driven by acquisitions, revenue recognition requirements, and strategic shifts in go-to-market strategies.

Responsibilities:

• Work with Sales, Sales Operations, Pricing, and Legal during complex contract negotiations and provide suggestions and guidance in order to ensure proper revenue recognition

• Review complex revenue contracts for compliance with US GAAP and determine the appropriate accounting treatment

• Establish standard contract structures for both existing & new products and work cross-functionally to maintain a scalable quote-to-cash process

• Lead training on revenue recognition rules, policies and practices within the Company, and in particular within the Sales organization

• Engage with external auditors and understand/respond to the changes in the audit approach

• Keep up with industry trends and build relationships with external technical accounting advisors

• Maintain documentation for all review and compliance work completed

• Deliver the highest standard of departmental, cross departmental and cross region customer service

• Work with the Revenue Recognition team and respective business partners to develop and maintain SOX Compliance

• Manage a team and review escalations as it relates to complex deal structures

• Lead and assist with other special projects and help roll out global processes and guidance on Deal Support revenue recognition topics

Experience/Skills Required:

• Bachelor's degree in a relevant field 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.)

• CPA strongly desired

• 8-10+ years combined Big 4 and Industry experience, with 6+ years relevant revenue recognition experience

• Proficient in ASC 606

• Verbal and written communication skills with ability to present ideas in a clear, concise fashion to technical and

• non-technical audiences as well as high level executives

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

• Ability to successful lead a team

Experience/Skills Desired:

• Primary audit experience in SaaS/software industry

• Team player who is able to work with virtual, global, and cross-functional teams while championing diversity of team, thought, and opinion

• Ability to work in dynamic, fast paced, fast growing company where adaptability is imperative

• Interpersonal skills; ability to articulate verbally and written, willingness to appropriately debate difficult issues; ability to think quickly and present to an audience

• Strong ability to multi-task; able to prioritize and manage competing goals and responsibilities

• Ability to build relationships with new and existing executives across functions

• Ability to quickly grasp company operations and business drivers

• Strong MS Excel and MS PowerPoint skills highly desirable

• Salesforce and Zuora RevPro skills highly desirable

This role is hybrid and goes into the office 3 days per week.

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