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Director, GTM Pricing – Operations

Product MarketingProduct MarketingFull TimeRemoteTeam 1,001-5,000Since 2013H1B SponsorCompany Site LinkedIn

Location

United States

Posted

55 days ago

Salary

$210K - $240K / year

Bachelor Degree7 yrs expEnglish

Job Description

• Build and scale high-impact commercial programs - including Enterprise License Agreements (ELAs) and Flex/Consumption models - that streamline buying cycles and incentivize platform-wide adoption. • Translate pricing strategies into scalable quoting and billing tools, ensuring alignment with sales, channel, and customer requirements. • Drive price realization initiatives to minimize discounting and maximize margins, implementing dynamic pricing logic that adjusts to deal parameters and market conditions. • Establish operational KPIs and reporting dashboards to measure price realization, adoption of commercial programs (platform adoption), and surface insights to continuously refine strategies. • Establish and scale a license compliance function that not only safeguards revenue, but proactively identifies new revenue opportunities through monitoring, alerting, and usage tracking. • Partner with Finance and Legal to ensure revenue recognition, licensing enforcement, and contractual compliance standards are consistently met. • Own the execution of approved Pricing Committee proposals from SKU creation, to Pricing Configurations to Price List generation and communication. • Drive the evolution of quoting and billing systems to support diverse pricing models (Subscription, Consumption, Hybrid) and complex packaging options. • Ensure systems are optimized for accuracy, workflow efficiency, and an enhanced customer and partner experience. • Identify, design, and implement process improvements to streamline pricing operations, increasing efficiency, scalability, and time-to-market. • Ensure all pricing and licensing practices comply with internal policies, global regulations, and audit requirements. • Maintain the integrity, transparency, and security of data across all pricing and licensing workflows. • Serve as a strategic advisor to Sales, Product, and GTM leaders on complex licensing and pricing scenarios. • Lead change management efforts to drive alignment, adoption, and successful rollout of new commercial structures. • Provide timely guidance and support to Sales in navigating unique customer or partner pricing requirements.

Job Requirements

Minimum of 7 years of experience in pricing strategy, or revenue operations within a SaaS environment.
Strong knowledge of SaaS business models, pricing strategies, and licensing frameworks.
Experience in managing and implementing GTM programs like ELAs.
Proven experience in managing pricing analytics and driving business outcomes; dynamic pricing experience is highly desirable.
Proven experience with quoting and billing tools, CRM systems, and data analysis methodologies.
Excellent interpersonal and communication skills; ability to present results of complex strategies clearly and to interface with cross- functional teams at all levels of seniority.
Strong project management skills, with a track record of managing multiple initiatives concurrently.
Solid business sense; understanding of business practices and effective business processes.

Benefits

Medical, Vision, Dental, 401(k), Commuter, Health and Dependent FSA.
Unlimited PTO.
Industry-leading gender-neutral parental leave.
Paid company holidays.
Paid sick time.
Employee stock purchase program.
Disability and life insurance.
Employee assistance program.
Gym membership reimbursement.
Cell phone reimbursement.
Numerous company-sponsored events including regular happy hours and team-building events.