Commercial Finance & Pricing Lead

Overview

This role, Lead of Commercial Finance and Pricing, is a key leadership position responsible for finance business partnership with the Americas leadership team. The role partners with Sales/Legal/Delivery during commercial negotiations and supports software pricing (including sizing/scoping) and services pricing (including sizing/scoping) within the Americas region.

The position requires strong commercial acumen across services and software business strategies, market dynamics, and pricing models to drive profitable growth through effective negotiation and pricing.

Responsibilities

Business Partnership & Rhythm of Business

• Serve as a business partner across the Sales and Delivery Organization in the Americas to optimize and meet key financial and operating metric targets
• Collaborate with stakeholders in Corporate and other regions on pricing, P&L, revenue recognition, and sales-related activities
• Ensure forecast submissions are accurate, complete, and predictable
• Drive liquidity actions, including escalations of collections and billing

Commercial Negotiations

• Play a key role in complex negotiations with clients, vendors, and partners to secure favorable terms and agreements aligned with organizational goals
• Develop negotiation strategies and tactics to maximize value while maintaining strong stakeholder relationships
• Conduct research and analysis of market trends, competitor offerings, and customer needs to inform negotiation strategies and strengthen competitive positioning
• Collaborate with sales, delivery, and legal teams to review and finalize contractual agreements, ensuring compliance with legal and regulatory requirements
• Support deal construct decisions, including weighing in on resource plan optimization and managing working capital

Software and Services Pricing

• Develop and implement pricing strategies for software products, services, and solutions based on market demand, competitive landscape, and customer value
• Partner with central finance teams on pre-set rate card methodologies and maintain variance partner rate card in the region to support regional profitability goals
• Collaborate with product management, sales, and marketing to align pricing strategies with product positioning, market segmentation, and revenue targets
• Monitor pricing performance and market trends and make data-driven recommendations for adjustments and improvements

Leadership

• Provide guidance and leadership to numerous communities in the Americas region to foster a collaborative, high-performance work environment

Requirements

• Bachelor’s degree in Business Administration, Finance, or a related field
• MBA or equivalent preferred
• 8+ years of experience in commercial negotiations, pricing, or related roles, preferably in the software or technology industry
• Strong understanding of pricing strategies, methodologies, and models
• Excellent negotiation skills, including a track record of closing complex deals
• Strategic mindset with ability to analyze market dynamics and customer behavior to drive pricing decisions
• Strong leadership and team management capabilities, including experience leading a diverse team
• Exceptional communication and interpersonal skills, with the ability to influence and collaborate with stakeholders at all levels
• Analytical mindset with proficiency in data analysis and pricing tools/software
• Knowledge of legal and regulatory frameworks related to commercial agreements and pricing is a plus

Preferred Qualifications

• MBA or equivalent
• Knowledge of legal and regulatory frameworks related to commercial agreements and pricing

Compensation & Benefits

• Base salary range: $180,000 - $220,000
• This role may be eligible for other compensation, including variable compensation, bonus, or commission.
• Full time regular employees are eligible for paid time off, medical/dental/vision insurance, 401(k), and other benefits to eligible employees.

Location

Americas region