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Job Category Sales
Job Details
About Salesforce
Salesforce is the #1 AI CRM, where humans with agents drive customer success together. Here, ambition meets action. Tech meets trust. And innovation isn’t a buzzword — it’s a way of life. The world of work as we know it is changing and we're looking for Trailblazers who are passionate about bettering business and the world through AI, driving innovation, and keeping Salesforce's core values at the heart of it all.
Ready to level-up your career at the company leading workforce transformation in the agentic era? You’re in the right place! Agentforce is the future of AI, and you are the future of Salesforce.
The Commercial Architecture Lead ensures Professional Services deals are shaped correctly before we commit to the customer.
This role owns the practical commercial logic behind scoping, estimation, SOW structure, risk, pricing assumptions, and delivery economics.
The focus is simple:
Help the field shape deals that are clear, executable, profitable, and easier to approve.
What This Role Owns
Deal Qualification Rules
Define when a ProServe opportunity is ready to be scoped and estimated.
This includes:
- What information must be known before estimation starts
- When CoE review is required
- Which deals are too vague to estimate responsibly
- Which deals need Legal, RevRec, PS Ops, GDC, Practice, or Governance input
Example:
If a customer asks for fixed fee but scope, data sources, integrations, or acceptance criteria are unclear, this role defines the required checks before the team proceeds.
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- Confirm skill availability and delivery feasibility
Practices
- Confirm product-specific effort drivers
- Validate assumptions for Data Cloud, Agentforce, MuleSoft, Industry Clouds, and multi-cloud work
Delivery Innovation & Governance
- Align commercial guardrails with delivery risk controls
- Ensure governance focuses on real risk, not unnecessary process
Legal / RevRec / Finance
- Define early triggers for legal terms, fixed fee, fixed capacity, milestone billing, and revenue recognition review
What Success Looks Like
- Fewer poorly shaped deals reach approval stage
- Fewer SOW rework cycles
- Fewer pricing / system mismatches
- Better estimate quality
- Better margin predictability
- Cleaner handoff to delivery
- Faster approvals because required inputs are clear upfront
- Field teams know which commercial path to take and when to escalate
Minimum Qualifications
- 10+ years in professional services, services sales, deal shaping, solutioning, delivery, or services operations
- Strong understanding of scoping, estimation, SOWs, pricing assumptions, approvals, and delivery handoff
- Experience with T&M, fixed capacity, fixed fee, and hybrid commercial models
- Ability to identify commercial risk before signature
- Experience working with Sales, Delivery, Operations, Legal, Finance, RevRec, GDC, and Practice teams
- Strong ability to turn messy deal experience into simple checklists, guardrails, and decision trees
A Day in the Life
A typical day involves analyzing commercial patterns in recent deals, refining guardrails to prevent recurring issues, and guiding field teams on selecting the optimal commercial model for live opportunities. Responsibilities include validating assumptions, identifying risks, and coordinating with PS Operations, Legal, RevRec, GDC, Practices, and Governance to ensure every deal is clear, executable, and commercially sound before signature.
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.
Accommodations
If you need a reasonable accommodation during the application or the recruiting process, please submit a request via this Accommodations Request Form.
Please note that Salesforce uses artificial intelligence (AI) tools to help our recruiters assess and evaluate candidates’ resumes and qualifications throughout the recruiting process. Humans will always make any candidate selection and hiring decisions. Please see our Candidate Privacy Statement for more information about how we use your personal data and your rights, including with regard to use of AI tools and opt out options.
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? It means that at Salesforce, we believe in equality for all. And we believe we can lead the path to equality in part by creating a workplace that’s inclusive, and free from discrimination. Know your rights: workplace discrimination is illegal. Any employee or potential employee will be assessed on the basis of merit, competence and qualifications – without regard to race, religion, color, national origin, sex, sexual orientation, gender expression or identity, transgender status, age, disability, veteran or marital status, political viewpoint, or other classifications protected by law. This policy applies to current and prospective employees, no matter where they are in their Salesforce employment journey. It also applies to recruiting, hiring, job assignment, compensation, promotion, benefits, training, assessment of job performance, discipline, termination, and everything in between. Recruiting, hiring, and promotion decisions at Salesforce are fair and based on merit. The same goes for compensation, benefits, promotions, transfers, reduction in workforce, recall, training, and education.
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