Senior Pricing Manager

Overview

This role owns how pricing works operationally, turning pricing and packaging strategy (set by Product) into deal-level guardrails, tools, and day-to-day decisions that Sales can use.

You will lead Deal Desk execution for bespoke, non-standard enterprise deals, working directly with sales representatives and reviewing Gong call recordings to understand customer needs. You will also serve as the operational link between the field and Product by surfacing what is actually happening in negotiations so pricing strategy can be refined with real deal data.

Responsibilities

Deal Desk & Execution (40%)

• Serve as the Deal Desk for bespoke, non-standard enterprise deals by reviewing and approving pricing before it reaches the customer
• Gather deal context from account executives and Gong call recordings to understand customer business needs and negotiation pressure points
• Structure pricing for each deal across three commercial levers—platform fee, connection-based pricing, and transaction-based pricing—within the pricing strategy set by Product
• Advise sales reps in real time on structuring responses to customer asks, including discounts, multi-year terms, minimum commitments, ramp schedules, and most-favored-nation clauses
• Partner with Sales leadership, Finance, and Legal to translate approved pricing into contract-ready terms

Pricing Operations & Governance (25%)

• Set and enforce discounting guardrails and approval thresholds to maintain consistency and margin protection deal to deal
• Build and maintain self-serve pricing tools/models for standard scenarios so Director-level review is reserved for genuinely bespoke deals
• Own the operational workflow and systems that support deal pricing approvals (CPQ, Salesforce, or equivalent)
• Maintain documentation of current pricing rules, exceptions, and approval paths to ensure the process is auditable and repeatable

Cross-Functional Collaboration & Insight (20%)

• Partner with Product to translate pricing and packaging strategy into operational guardrails and Deal Desk practice
• Track pricing and discounting patterns across closed deals and share findings with Product to inform future strategy
• Represent the voice of Sales and the field in pricing conversations—what is working, what is not, and where friction occurs
• Partner with Finance to ensure deal pricing decisions align with margin and revenue targets

Change Management & Enablement (15%)

• Lead rollout of pricing and packaging changes approved by Product, including field readiness, adoption planning, and escalation governance
• Partner with Sales Enablement and field leadership to equip go-to-market teams with tools, guidance, and collateral to operate under new pricing and packaging
• Provide leadership updates on Deal Desk performance, pricing exceptions, and adoption of new pricing models

Requirements

• 8+ years in deal desk, sales finance, revenue operations, or pricing operations, ideally at a B2B SaaS company with usage-based or hybrid pricing
• Proven track record structuring and negotiating complex, multi-element enterprise deals in a Deal Desk or sales finance capacity
• Experience operationalizing pricing or packaging strategy set by others (Product, pricing strategy teams) into guardrails, tools, and repeatable processes
• Comfortable working directly with sales reps under deal pressure—clear, fast, and decisive
• Strong financial modeling and analytical skills, with a track record of turning deal and pricing data into clear recommendations
• Strong cross-functional collaboration skills with the ability to work closely with Product, Sales, Finance, and Legal and credibly represent field realities to strategy owners
• Healthcare, health tech, or healthcare interoperability experience is a plus, not required
• Ability to effectively leverage AI tools in day-to-day work
• Bachelor’s degree in Business, Finance, Economics, or a related field (strongly preferred)

Preferred Qualifications

• Experience operationalizing pricing and packaging strategy in an organization that uses usage-based or hybrid pricing

Compensation & Benefits

Base Salary

• $155,000 - $180,000 per year
• Base salary range is subject to change and may be modified in the future; actual offer may vary based on candidate-specific factors and interview assessment.
• Compensation details reflect base salary only and do not include incentive pay, equity, or benefits.

Benefits & Perks (for full-time employees)

• 100% remote first culture (must be based in the US)
• Unlimited Flexible Time Off
• 15+ Observed Holidays
• Rest & R^Charge days (guaranteed a 3-day weekend each month)
• R^Charge (6 weeks paid sabbatical + stipend)
• 401k match 50% for up to 8% on Day 1
• Medical/Dental/Vision Benefits on Day 1
• HSA & FSA, Life, Disability, Medical Travel & Employee Assistance Program
• Paid Parental Leave (16 weeks)
• Productivity Stipend & Wellness Fund
• Redox-issued MacBook
• Virtual and/or in-person Team & Company Events
• Stock Options
• Employee Referral Bonus Program

Location

• Must be eligible to be employed in the U.S.
• Must reside & work in the continental U.S.
• Remote role; must be based in the US.