Director of Pricing & Analytics (3277)

About the role

Ironclad is seeking a Director of Pricing to lead pricing strategy and execution in a rapidly growing business. Reporting to the SVP of Sales, this is a hands-on leadership role that pairs analytical rigor with strong commercial partnership. The Director owns pricing end to end – shaping strategy, driving margin realization in the field, and building the tools, governance, and discipline that make pricing decisions visible, consistent, and defensible across a multi-segment, rapidly scaling business.

Responsibilities

• Develop the overarching pricing strategy, including customer tiering, end-market segmentation, and rate architecture, ensuring pricing reflects the value delivered across diverse customer types and markets.
• Establish the framework and guardrails for customer-level pricing and increases, balancing margin objectives with competitive and commercial realities.
• Extend pricing strategy to the bid-based pumps business, recognizing its distinct commercial model.
• Manage the recurring price increase process from recommendation through field implementation, including timing, scope, and review.
• Drive price realization through regular regional pricing reviews and clear performance reporting that tracks committed pricing and surfaces deviations.
• Establish the cadence and accountability that make pricing a continuous discipline rather than a periodic event.
• Design pricing controls and approval frameworks, sequenced behind a clear strategy so scrutiny is applied where it matters most.
• Stand up a formal deal desk with the tools, templates, and economic models (P&L / ROI) needed to evaluate and approve commercial decisions.
• Partner with leadership to define delegation of authority and bring consistency to how pricing decisions are made and approved.
• Build, maintain, and continuously improve pricing tools and analytics that enable sellers to price accurately and efficiently.
• Develop reporting and dashboards that give leadership visibility into pricing performance and opportunity.
• Automate and streamline manual processes so the function scales with the business.
• Lead pricing training and enablement to strengthen tool adoption, reinforce best practices, and improve realization.
• Partner with national and strategic account managers ahead of renewal negotiations, providing analysis and tools that quantify pricing opportunity and impact.
• Serve as a trusted advisor to sales leadership and regional teams, embedding pricing discipline organization wide.

Qualifications

Required Qualifications include 10+ years of pricing experience, ideally in industrial businesses; equipment-rental experience is highly preferred, and service-business backgrounds are a strong fit. Demonstrated success building pricing strategy, governance, and tools that drive measurable margin improvement is necessary. Hands-on proficiency with BI and analytics tools (Tableau, Power BI, Sigma, or similar) and advanced Excel is required. Strong commercial instincts and the ability to partner credibly with sales leaders and account teams are essential, as are excellent communication skills, with the ability to translate analysis into clear recommendations and to train and influence across an organization.

Compensation & Benefits

This role carries a total compensation package commensurate with director-level scope in a high-growth environment. The indicative range includes a base salary of $140,000 – $180,000 (depending on experience and geography), an annual bonus / variable of 25% of base, tied to company and individual performance, and benefits such as full medical/dental/vision, 401(k) with match, flexible PTO, parental leave, and L&D budget.