Salesforce Development

TL;DR

What it is: Building custom solutions on the Salesforce platform - writing Apex code, creating Lightning Web Components, designing automation Flows, building integrations with third-party systems, and customizing the CRM to match how businesses actually operate. Salesforce runs the back office for thousands of companies, and most of them need custom development beyond what the platform provides out of the box.

What you'll do:

• Write Apex classes and triggers for custom business logic
• Build Lightning Web Components for custom user interfaces
• Design and implement Salesforce Flows for process automation
• Create integrations between Salesforce and external systems via APIs
• Write SOQL/SOSL queries for reporting and data manipulation
• Troubleshoot and optimize existing Salesforce implementations

Time to learn: 6-12 months with 10-15 hours per week of focused practice, assuming existing programming experience. Add 3-6 months if you're new to programming concepts.

What you need: A computer, a free Salesforce Developer Edition org, a code editor with Salesforce extensions, and at least one Salesforce certification to be taken seriously by clients. Budget around $200-$400 for your first certification exam.

What This Actually Is

Salesforce development is building custom functionality on the Salesforce platform - the CRM system that over 150,000 companies use to manage sales, customer service, marketing, and operations. The platform comes with a massive set of standard features, but every business operates differently, and that gap between what Salesforce offers by default and what a company actually needs is where developers come in.

The work spans two approaches. Declarative development uses Salesforce's built-in tools like Flows, validation rules, formula fields, and the App Builder to create functionality without writing code. Programmatic development uses Apex (Salesforce's proprietary Java-like language), Lightning Web Components (a JavaScript-based UI framework), and APIs to build things the declarative tools can't handle. Most projects require both.

Salesforce isn't just a single product. It includes Sales Cloud, Service Cloud, Marketing Cloud, Commerce Cloud, Experience Cloud, and dozens of other modules. Each has its own configuration landscape and development patterns. As a freelance developer, you don't need to know all of them. You need to go deep on one or two and understand how the core platform works across all of them.

The business model for Salesforce freelancing is straightforward. Companies adopt Salesforce, realize it doesn't work exactly how they need it to, and hire developers to customize it. Some need one-time projects. Others need ongoing maintenance and enhancements. The platform's complexity, combined with Salesforce's rapid release cycle (three major updates per year), creates persistent demand for people who understand how to build on it.

What You'll Actually Do

Day-to-day Salesforce development work varies depending on the type of clients you take on, but most projects fall into recognizable categories.

Custom automation is the most common request. A sales team needs leads automatically assigned based on territory rules that are too complex for standard assignment rules. A service team needs cases escalated through a multi-stage approval process with conditional routing. A finance team needs invoices generated from opportunity data when deals close. You build these automations using Flows for straightforward logic and Apex triggers or batch jobs when the requirements exceed what Flows can handle.

Lightning Web Component development is where the UI work lives. Standard Salesforce page layouts cover basic data entry, but businesses frequently need custom interfaces. A dashboard that visualizes pipeline data differently than standard reports. A guided screen that walks users through a multi-step process. A custom lookup component that searches across multiple objects with specific filtering logic. You build these using LWC, which is a modern JavaScript framework that runs natively on the Salesforce platform.

Integration work connects Salesforce to everything else a company uses. Their ERP system needs to sync order data with Salesforce accounts. Their marketing automation platform needs to push lead scores into Salesforce fields. Their e-commerce platform needs to create Salesforce cases when customers submit returns. You build these integrations using REST or SOAP APIs, platform events, middleware connections, or Salesforce Connect for real-time external data access.

Data migration and cleanup is less glamorous but consistently needed. Companies switching to Salesforce or merging Salesforce orgs after acquisitions need data transformed, loaded, deduplicated, and validated. This involves writing data transformation scripts, using Salesforce's Data Loader or third-party ETL tools, and building validation rules to ensure data quality post-migration.

Troubleshooting and optimization fills the rest. An existing Flow is failing silently. Governor limits are being hit during batch operations. A trigger is causing recursive updates. Page load times are slow because of inefficient SOQL queries inside loops. Diagnosing and fixing these issues requires understanding Salesforce's execution model, governor limits, and debugging tools.

Skills You Need

Apex programming is the core technical skill. Apex is syntactically similar to Java and runs on Salesforce's servers. You need to understand classes, triggers, batch jobs, scheduled jobs, queueable jobs, and test classes. Salesforce requires a minimum of 75% code coverage from unit tests before you can deploy to production, so writing testable code isn't optional - it's enforced by the platform.

SOQL and SOSL are Salesforce's query languages. SOQL (Salesforce Object Query Language) retrieves records from the database. SOSL (Salesforce Object Search Language) performs text searches across multiple objects. You need to write efficient queries that respect governor limits - Salesforce enforces strict caps on the number of queries, records returned, and CPU time consumed per transaction.

Lightning Web Components handle the front-end. LWC uses standard HTML and JavaScript with a reactive data binding model. You need to understand component composition, event handling, wire adapters for data access, and the Lightning Design System for consistent styling. If you've worked with modern JavaScript frameworks, the concepts translate quickly.

Salesforce Flows handle declarative automation. Even as a developer, you should be comfortable building Flows because they're easier to maintain than code and often the right solution for straightforward processes. Understanding when to use a Flow versus when to write Apex is a judgment call that clients expect you to make.

The Salesforce data model and metadata architecture is foundational knowledge. Standard objects (Account, Contact, Opportunity, Case), custom objects, relationships, record types, page layouts, permission sets, profiles - understanding how these fit together determines whether your solutions work cleanly or create technical debt.

Version control and deployment using Salesforce CLI (sf/sfdx), scratch orgs, and metadata API is essential for professional work. You need to be able to set up source-tracked development environments, create deployment packages, and manage the release process between sandbox and production orgs.

Getting Started

Set Up Your Development Environment

Sign up for a free Salesforce Developer Edition org at developer.salesforce.com. This gives you a fully functional Salesforce instance to build in. Install Salesforce CLI and Visual Studio Code with the Salesforce Extension Pack. This is the standard development stack used across the Salesforce ecosystem.

Connect your VS Code to your Developer Edition org using sf org login web. Create a project with sf project generate --name my-project. This sets up the local file structure where you'll write and organize your code before deploying it to Salesforce.

Learn the Platform Through Trailhead

Salesforce's free learning platform, Trailhead, provides structured paths for every skill level. Start with the Platform Developer I trail, which covers Apex, SOQL, triggers, testing, and the Salesforce development lifecycle. This isn't optional studying - Trailhead modules map directly to certification exam content, and the hands-on challenges force you to build working code in a real Salesforce environment.

Build Real Projects in Your Developer Org

After the foundational modules, build complete solutions. Create a custom application that tracks something - project management, event registration, inventory - with custom objects, Apex triggers for business logic, Lightning Web Components for custom UI, and Flows for automation. Build two or three of these end-to-end projects. They become your portfolio and demonstrate capability far better than listing certifications alone.

Get Certified

The Salesforce Administrator certification provides the declarative foundation. The Platform Developer I certification proves you can write Apex and build on the platform programmatically. Having at least one of these is effectively required for freelance work - it's the baseline credential clients look for when evaluating Salesforce talent. Each exam costs $200 and requires preparation across a broad syllabus.

Start Taking Projects

Begin with smaller tasks on freelance marketplaces - Flow builds, data migrations, simple Apex triggers, basic LWC components. These projects build your profile ratings and expose you to real-world Salesforce configurations that are messier and more complex than learning environments. As your reviews accumulate, move toward larger implementation projects.

Income Reality

Salesforce development commands some of the higher rates in freelance technical work because of the specialized knowledge required and the enterprise context most clients operate in.

Small configuration and Flow work - building a single automation, creating a validation rule set, setting up assignment rules - typically runs $500-$2,000 per project. These are quick wins that take a few hours to a couple of days and serve as a good entry point for building your profile.

Custom Apex development - triggers, batch jobs, integration classes, custom APIs - runs $2,000-$8,000 per project depending on complexity. A simple trigger with test classes is on the lower end. A multi-object batch processing system with error handling and retry logic is on the higher end.

Lightning Web Component builds - custom UI components, dashboards, guided processes - run $1,500-$6,000 per component. Simple display components are cheaper. Interactive components with complex data operations, conditional logic, and integration with external services cost more.

Full implementation projects - setting up a new Salesforce org or module from requirements gathering through deployment - run $10,000-$50,000+ and typically take weeks to months. These are harder to land as a solo freelancer but achievable once you have a strong track record.

Hourly rates for Salesforce development generally fall between $40-$75/hour for developers building their freelance reputation, $75-$125/hour for experienced certified developers with proven portfolios, and $125-$200+/hour for specialists working through curated platforms or handling complex architectural work.

These are market observations, not guarantees. Your actual income depends on your certifications, experience depth, how you find clients, the complexity of work you can handle, and your hours. At 10-15 hours per week as a side hustle, earning $2,000-$5,000/month is realistic once you have established credentials and a few solid client relationships.

Note: Platforms may charge fees or commissions. We don't track specific rates as they change frequently. Check each platform's current pricing before signing up.

Where to Find Work

Freelance marketplaces are the most accessible starting point. Salesforce-related projects are consistently posted across all major platforms. Write proposals that reference specific Salesforce skills - mention Apex, LWC, Flows, specific clouds, and your certifications. Generic "I'm a developer" proposals get lost. Specific technical language signals competence.

Salesforce consulting partners and agencies regularly subcontract to freelance developers. Many small and mid-size Salesforce consulting firms take on more projects than their internal team can handle and need reliable contractors. Reach out directly to Salesforce consulting partners in your region or niche - the Salesforce partner directory is a starting point for identifying these firms.

The Salesforce ecosystem community generates referrals. Participate in local Salesforce user groups, contribute answers in the Salesforce developer forums, and attend Salesforce community events. The ecosystem is relationship-driven, and being known as a competent developer in the community leads to direct referral work that skips the competitive proposal process.

AppExchange development is a product route rather than a services route. If you build a reusable app or component and list it on the Salesforce AppExchange, you can earn recurring revenue from installations. This requires more upfront investment but creates passive income potential alongside your client work.

Direct outreach to businesses works when targeted. Companies with Salesforce often post about their challenges in forums or on social media. When you spot a problem you can solve, reaching out with a specific proposal - not a generic pitch - generates responses. Focus on mid-market companies that have Salesforce but lack dedicated internal developers.

Common Challenges

Governor limits define how you build everything. Salesforce enforces strict transaction limits - 100 SOQL queries per transaction, 50,000 records returned per query, 10-second CPU time limits, and many others. Code that works perfectly with 10 records can fail catastrophically with 1,000. Learning to write "bulkified" code that handles records in collections rather than one at a time is the fundamental Salesforce development discipline.

The learning curve is genuinely steep. Salesforce isn't just a language to learn - it's a platform with hundreds of features, a proprietary security model, a specific deployment process, and a release cycle that changes things three times a year. Expect to feel overwhelmed for months before the pieces start connecting into a coherent picture.

Enterprise clients move slowly. Getting access to a sandbox environment, getting approval for your development approach, scheduling user acceptance testing, coordinating deployment windows - enterprise processes add weeks or months to what should be straightforward projects. If you're used to building something and shipping it, the pace adjustment is significant.

Maintaining certifications costs time and money. Salesforce certifications aren't permanent. Each requires a maintenance module after every Salesforce release (three per year). If you miss a maintenance window, you lose the certification and need to retake the exam. Budgeting time for these maintenance modules is part of the ongoing cost of doing business.

Scope creep in Salesforce projects is especially common because business users discover new capabilities as they see development progress. "Can it also do this?" is a constant question. Clear scoping documents and change request processes aren't just good practice - they're survival tools for Salesforce freelancing.

Tips That Actually Help

Master governor limits before you write production code. Understand the limits, why they exist, and how to write code that stays within them. Learn bulkification patterns - collecting records into lists, performing DML operations on collections, using maps for efficient lookups. Governor limit violations in production are one of the fastest ways to lose a client's trust.

Write test classes as you develop, not after. Salesforce's mandatory 75% code coverage requirement tempts developers to write shallow tests after the fact just to hit the number. Tests that actually assert correct behavior catch bugs before deployment and make your code maintainable. This is especially important as a freelancer - the next developer who touches your code judges your competence by your test classes.

Learn Flows thoroughly, even though you're a developer. The platform is moving toward more declarative automation. Many problems that required Apex five years ago can be solved with Flows today. Clients appreciate developers who use the simplest effective tool rather than writing code for everything. Flows are also easier for client admins to maintain after you move on.

Use scratch orgs and source control from the start. Working directly in a production or sandbox org without source control is tempting for small projects but creates risk. Salesforce CLI scratch orgs give you disposable development environments. Combined with Git, this workflow lets you track changes, collaborate with other developers, and roll back mistakes.

Document your solutions for the next person. Salesforce orgs accumulate custom code and configuration over years. Inline code comments, Flow descriptions, and a brief solution document explaining why you built something the way you did make your work maintainable. Clients notice this, and it's a differentiator when they're choosing who to rehire.

Specialize in an industry vertical or Salesforce cloud. "Salesforce developer" is broad. "Salesforce developer specializing in Service Cloud implementations for healthcare companies" is specific and commands higher rates. Clients pay more for someone who understands both the technical platform and their business domain.

Is This For You?

Salesforce development fits people who enjoy solving business problems within a structured enterprise platform. You're not building consumer apps or creating something from scratch - you're customizing a powerful but opinionated system to match how a specific business operates. If working within platform constraints and enterprise processes sounds frustrating, this isn't the right fit. If it sounds like a well-defined environment where you can build deep expertise, it works well.

This is a strong side hustle if you have programming experience and want to specialize in a high-demand enterprise ecosystem. The combination of Salesforce's market dominance, the constant need for customization, and the platform's complexity creates steady demand for skilled developers. The certification system gives you a clear progression path, and the credential itself opens doors that general development experience alone doesn't.

It's less suitable if you want quick returns. The learning curve is measured in months, certifications cost money, and building a freelance reputation in enterprise development takes time. The first six months are mostly investment - studying, getting certified, building portfolio projects, and taking smaller gigs to establish credibility.

The market rewards depth over breadth. A developer who deeply understands Apex, governor limits, and the Salesforce execution model earns significantly more than someone who can do basic configuration. Similarly, specializing in a specific cloud (Sales, Service, Marketing) or industry vertical lets you speak the client's language and solve their problems faster.

Note on specialization: This is a highly niche field that requires very specific knowledge and skills. Success depends heavily on understanding the technical details and nuances of the Salesforce platform, its proprietary languages, and its enterprise deployment model. Consider this only if you have genuine interest and willingness to learn the specifics.

If you're methodical, comfortable with enterprise environments, willing to invest in certifications, and can translate business requirements into technical solutions, Salesforce development offers some of the highest freelance rates in the development world with demand that shows no signs of slowing down.