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Program Architecture Director

Salesforce · Posted Sep 23

Customer relationship management, cloud computing, enterprise software, and artificial intelligence solutions

India - BangaloreFull-timeHybridDirector/Executive12–18 years₹80.0L–₹1.4Cr yearly100+ applicants
Cloud ComputingEnterprise SoftwareCustomer Relationship ManagementArtificial IntelligenceSaaSPublic Company
Full time

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About the role

Salesforce is the #1 AI CRM, where humans with agents drive customer success together. 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.

What you will do

  • 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.
  • 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.
  • 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.
  • 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.
  • 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
  • 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 s...

Skills used in this role

SalesforceProfessional ServicesDeal QualificationCommercial ModelingEstimationSOWPricing StrategyRisk ManagementMargin AnalysisFixed FeeT&MHybrid ModelsGDCRevRecGovernanceStakeholder ManagementChange ControlAcceptance Criteria

Benefits and support

  • Compensation and benefits are detailed in the job posting

About Salesforce

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Salesforce

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Salesforce, Inc. is a leading global cloud-based enterprise software company specializing in customer relationship management (CRM) and artificial intelligence solutions. Through its integrated Customer 360 platform, the company provides applications for sales, customer service, marketing automation, e-commerce, and analytics. Powered by innovations like Agentforce, Salesforce helps businesses bridge human capability with autonomous AI agents to drive customer success.

Industry
Cloud Computing
Company size
87000+ employees
Founded
1999
Location
San Francisco, California, USA
Funding stage
Public Company

Funding

Public Company · $25B raised

Emergence CapitalMeritech Capital PartnersSunBridgeStarboard ValueWilliam Hambrecht
  • 2026-03Post-IPO Debt$25B
  • 2003-01Venture Round$1M
  • 2001-06Series D$46.9M
  • 1999-11Series C$13.2M
  • 1999-06Series B$3.8M

Leadership

MB
Marc Benioff

Chair, Chief Executive Officer & Co-Founder

RW
Robin Washington

President & Chief Operating and Financial Officer

PH
Parker Harris

Co-Founder & Chief Technology Officer, Slack

DS
David Schmaier

President & Chief Strategy Officer

Recent coverage

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