Director, Pricing and Profitability

Overview

This role is for a strategic, hands-on Director of Pricing and Profitability to join the Strategic Finance team. You will shape and implement pricing strategy in partnership with executive leadership, own the deal desk, and lead cost-to-serve analysis—building the models, systems, and insights that help the organization win the right customers on the right terms and expand margins as it scales.

Responsibilities

• Drive development of pricing strategy in partnership with the CFO, CPO, and CCO, including analysis and recommendations that inform:
  • 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
  • Salesforce CPQ configuration so Sales can execute consistently
• Lead deal desk activities:
  • redesign and maintain deal evaluation models used for approvals
  • set clear margin and approval guardrails
  • advise Sales on structuring complex enterprise deals
• Build and own customer lifetime value (LTV) and unit economics models, linking acquisition cost, gross margin, retention, and expansion to guide investment decisions
• Own customer segmentation models to support strategic resource allocation and service delivery, ensuring:
  • highest-value customers receive the right level of support
  • 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—reducing manual effort and increasing speed to insight
• Track and report on 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 (Must-haves)

• 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 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 (Nice-to-haves)

• 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 component (bonus if applicable)
• “Remote first” setup with work available anywhere in the continental US with 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
• 75–95% employer cost coverage for medical, dental, and vision benefits for employees and dependents
• Visa sponsorship: unable to offer visa sponsorship for this position at this time

Location

• Fully remote role (candidates and employees may work anywhere in the continental US with a reliable internet connection).