Commercial Architecture Director

About the role

To get the best candidate experience, please consider applying for a maximum of 3 roles within 12 months to ensure you are not duplicating efforts. 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 1. 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. 2. Commercial Model Guidance Create clear guidance with respective stakeholders on when to use: T&M Fixed capacity Fixed fee Hybrid models Investment / discount structures This role helps teams avoid choosing a commercial model that creates delivery or margin risk later. Example: Fixed fee may be acceptable for repeatable work with clear scope. It should not be the default for unclear, multi-cloud, dependency-heavy work. 3. Estimation Guardrails Define the commercial assumptions that must be included in an estimate. This includes: Bid metrics Role mix Skill level Onshore / GDC mix Contingency logic Risk buffer Customer dependencies Assumptions and exclusions Margin thresholds Example: If the estimate assumes GDC delivery, this role ensures the assumptions are realistic: right skills, timing, handoff model, and delivery readiness. 4. SOW Commercial Quality Ensure SOWs are commercially clean before they move forward. Focus areas: Scope is clear Out-of-scope items are explicit Customer responsibilities are documented Acceptance criteria are defined where needed Payment milestones make sense Change control language is clear 5. Commercial Risk Detection Build a system to identify common issues before the deal is signed. Risks to catch: Scope too broad Estimate too optimistic Fixed-fee exposure Missing customer dependencies Underestimated data / integration work Non-standard terms introduced late Delivery leader brought in too late Staffing model not executable Approval path unclear Practical Deliverables This role should create and maintain: Deal qualification checklist Commercial model decision tree Fixed-fee readiness checklist Estimation assumptions checklist Margin / risk review checklist SOW commercial quality checklist Approval trigger guide Assumptions and exclusions library Commercial risk heatmap Standard guidance for T&M, fixed capacity, fixed fee, and hybrid deals Key Partners Sales Excellence Align on when ProServe should engage Improve deal qualification Reduce late-stage sales escalations caused by unclear scope PS Operations Ensure deal structure can be booked, approved, staffed, and tracked correctly Avoid mismatches between SOW, approvals, and system setup Growth & Offering Turn repeatable offerings into clear commercial models Define standard scope, pricing assumptions, and delivery boundaries GDC Validate offshore / onshore delivery assumptions 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 Min

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