Essential Duties & Responsibilities
Pricing Strategy and Research
Own the company's pricing strategy and lead the shift to value-based pricing grounded in willingness to pay, continuously evaluating pricing strategy, SKU architecture, and CPQ direction as market, product, and business conditions evolve
Conduct pricing research — win/loss analysis, customer and market research, price sensitivity modeling — and partner with Product Marketing on competitive pricing intelligence: competitor list prices, packaging, and discounting behavior
Design scaled value metrics for each product line, evaluating usage-based and consumption models, and partner with product leaders so every new product and feature ships with a pricing model
Packaging and Price Setting
Partner with Product Leaders to align packaging strategy with product strategy and roadmap
Define and maintain the SKU catalog, bundles, and packaging structures across the portfolio, and set and maintain list prices for every SKU
Build and maintain discount matrices with clear approval thresholds and escalation paths, plus multi-year deal frameworks, payment terms, and one-time versus subscription mix guidelines
Pricing Governance and Deal Support
Own the official price book as a controlled document with change management and version history, and define pricing rules and structures for the CPQ system with the Business Applications team
Serve as a major contributor to the deal desk with Rev Ops, acting as a pricing authority for deals requiring non-standard pricing
Own pricing for custom development and non-standard scope, collaborating with Product, Engineering, Sales, Customer Success, and Delivery to translate effort estimates into defensible pricing that protects margin and to determine when custom work should be productized into a SKU
Run a recurring price review cadence — price increases, contractual escalators, grandfathering — and periodically audit signed deals against policy to catch discount leakage, missing SKUs, and quoting errors before they hit implementation margin
Cross-Functional Partnership
Enable Sales to sell on value: pricing training, price defense talk tracks, and ROI/value quantification tools for customer conversations
Partner with Customer Success on renewal strategy and migrating legacy customers to SKU-based pricing
Collaborate with Finance on margin guardrails, revenue recognition implications of packaging, and pricing inputs to forecasting
Measurement and Reporting
Define and report on pricing effectiveness metrics — average selling price trends, realized versus list price, discount variance, win rates by price point, margin by SKU and by deal — and use those insights to recommend ongoing pricing, packaging, and policy changes
Qualifications
5+ years of experience in pricing, monetization, revenue strategy, or a closely related field, with at least 2 years owning pricing for B2B software, SaaS, or technology products
Demonstrated experience building or significantly restructuring pricing models, ideally including moving products toward value-based pricing
Hands-on experience with SKU and packaging design, list price setting, and discount governance
Hands-on experience with pricing research methods (willingness-to-pay studies, conjoint analysis, Van Westendorp), deal desk operation, and hybrid revenue models combining one-time, subscription, and transactional fees
Strong analytical skills; comfortable building pricing models, analyzing deal and margin data, and turning analysis into recommendations executives can act on
Experience working directly with sales teams on deal pricing, with the judgment to balance deal velocity against margin and policy
Excellent communication and stakeholder management skills; able to influence product, sales, finance, and executive stakeholders without direct authority
Advanced Excel/spreadsheet skills
Experience evaluating or redesigning an existing pricing strategy, not only building from scratch, strongly preferred
A plus: CPQ tooling expertise (Salesforce CPQ or similar) and consideration for how product, pricing, and packaging decisions flow downstream to contracting and financial systems; revenue recognition concepts (ASC 606) as they relate to packaging and bundling; healthcare IT or SaaS industry experience
