Director of Commercial Strategy

Key Responsibilities

• Own and lead pricing strategy for North America Exhibitions, aligned with financial targets, portfolio strategy, and market demand.
• Partner with the SVP of Finance to ensure pricing decisions support revenue growth, margin expansion, and forecast accuracy.
• Establish long-term pricing strategy for exhibitor products & services that scale across a diverse event portfolio.
• Serve as a client facing pricing partner to Sales leadership, supporting negotiated, high-value, and multi-event exhibitor agreements.
• Define and enforce pricing governance, including discount thresholds, approval workflows, and exception management.
• Support Sales with pricing frameworks, deal guidance, and analytics that improve negotiation outcomes and pricing confidence.
• Evaluate concessions, value-adds, and custom packages to ensure deal economics meet financial objectives.
• Closely partner with Products & Services teams to design and price: New and Existing Products, On-site services, upgrades, and exhibitor enhancements.
• Ensure pricing reflects product value, demand elasticity, and contribution margin.
• Lead pricing for new product and service launches, including packaging, bundles, and tiered offerings.
• Maintain pricing throughout the product lifecycle and monitor performance.
• Build and own pricing and revenue analytics, including: Discount levels and price realization, Sell-through velocity and exhibitor mix, AI-driven insights to optimize pricing strategies.
• Partner with Finance to embed pricing assumptions into forecasts, budgets, and long-range plans.
• Identify pricing leakage and execution gaps; lead corrective actions.
• Establish scalable pricing processes, controls, and reporting standards.

Qualifications

• 10–15+ years of experience in B2B pricing, revenue management, finance, or commercial strategy.
• Experience in exhibitions, events, media, or other capacity-constrained B2B businesses strongly preferred.
• Proven success partnering with Sales and Product teams in negotiated, relationship-driven environments.
• Experience operating within organizations generating $1B+ in annual revenue.
• Deep expertise in pricing strategy, discount governance, and yield optimization.
• Strong financial modeling, analytical, and business-case skills.
• Tech fluency with a strong ability to use AI to streamline analysis of pricing opportunities.
• Ability to influence Sales and Product leaders while maintaining financial discipline.
• Executive-level communication and stakeholder management.
• Detail-oriented, commercially minded, and comfortable operating in ambiguity.