Director, Pricing and Profitability

Overview

The organization is seeking a strategic, hands-on Director of Pricing and Profitability to join the Strategic Finance team. This role shapes and implements pricing strategy in partnership with executive leadership, owns the deal desk, and leads cost-to-serve analysis. You will build models, systems, and insights that help drive profitable growth by winning the right customers on the right terms and expanding margins as the business scales.

This position includes leading a team of 1–2 analysts and partnering closely with Sales, Product, Customer Success, and Operations to translate unit economics into clear commercial decisions. The ideal candidate is a rigorous quantitative thinker with strong experience in SaaS-plus-services pricing and a builder’s mindset, including a track record of using AI and automation to turn manual analysis into scalable, repeatable processes.

Responsibilities

• Drive the development of pricing strategy in partnership with the CFO, CPO, and CCO, informing decisions on:
  • List pricing
  • Packaging
  • Discount guidelines
  • Renewal and expansion pricing across SaaS, services, and payment-related offerings
• Lead cost-to-serve analysis across products, customer segments, and delivery models, identifying margin drivers and partnering with Operations and Customer Success on efficiency initiatives
• Lead implementation of pricing decisions by translating strategy into pricing structures, approval policies, and Salesforce CPQ configuration for consistent Sales execution
• Lead the deal desk by redesigning and maintaining deal evaluation models used for approvals, setting margin and approval guardrails, and advising Sales on structuring complex enterprise deals
• Build and own customer lifetime value (LTV) and unit economics models, connecting acquisition cost, gross margin, retention, and expansion to guide investment decisions
• Own the customer segmentation model that informs strategic resource allocation and service delivery, ensuring high-value customers receive appropriate support and cost structure matches customer value
• Implement and optimize systems, tools, and workflows (Salesforce CPQ, BI, reporting) to operationalize pricing and deal governance at scale
• Use AI and automation to streamline deal reviews, reporting, and analysis to reduce manual effort and increase speed to insight
• Track and report pricing realization, discounting trends, deal profitability, and margin performance to executive leadership
• Manage and develop a team of 1–2 analysts, fostering rigor, curiosity, and ownership

Requirements

• 10+ years of experience in pricing, strategic finance, FP&A, or related roles, including 5+ years of progressive pricing experience at high-growth technology companies
• Excellent strategic thinking and quantitative skills, including the ability to manipulate and analyze large, complex data sets (advanced Excel/Sheets required; SQL or similar strongly preferred)
• Demonstrated experience defining pricing strategies, performing costing and cost-to-serve analyses, and implementing systems to operationalize them
• Demonstrated experience using AI tools to automate processes and improve analytical workflows
• Deep knowledge of SaaS plus services business models, including subscription metrics, services margins, and unit economics
• Experience building deal evaluation, LTV, and customer segmentation models that directly influence executive decisions
• Proven ability to influence and partner with senior cross-functional stakeholders (especially Sales leadership) and communicate complex analysis clearly and persuasively
• Experience managing and developing high-performing analysts

Preferred Qualifications

• Exposure to bill payment technologies and cash management or payment-related revenue streams (e.g., float income, transaction fees)
• Experience with CPQ and deal desk tooling and BI platforms
• Experience in energy, utilities, fintech, or enterprise B2B data platforms
• MBA or advanced degree in finance, economics, or a related quantitative field

Compensation & Benefits

• Target Annual Compensation Range: $124,875–$223,734
• Competitive benefits and equity (bonus if applicable) component included in the package (equity and/or bonus details not specified)
• Remote-first role: work anywhere in the continental US as long as you have a reliable internet connection
• Flexible PTO: no accrued hours and no limit on the number of vacation days exempt employees can take each year
• 11 annual holidays
• 10 days sick leave
• Up to 2 weeks bereavement leave
• 2 volunteer days off
• 2 professional development days off
• Parental Leave Benefits for ALL parents
• Medical, dental, and vision benefits: 75–95% employer cost coverage for employees and dependents

Location

• Fully remote opportunity; open to candidates who can work from anywhere in the continental US with reliable internet connection
• Employees have access to co-working spaces.

Additional Notes

• Visa sponsorship is not available for this position at this time.
• Automated screening is used (AI-assisted technology); human review is part of all hiring decisions.