Director of Pricing (SaaS)

Sales Process Optimization

Analyze and streamline end-to-end sales processes to enhance efficiency, scalability, and rep productivity.
Identify gaps and implement improvements across the lead-to-close cycle.
Establish and direct sales training processes and policies.

Territory Design & Management

Assist VP of Sales in annual and ad hoc territory design and segmentation strategies to ensure equitable and strategic coverage across geographies, segments, and verticals.
Partner with Sales and Strategy teams to evaluate account potential, rep capacity, and whitespace opportunities.

Operational Support

Track and report on key SaaS performance metrics, such as monthly recurring revenue (MRR), customer lifetime value (LTV), customer acquisition cost (CAC), and churn rate, to inform strategy.
Proactively identify and resolve operational pain points for the sales team, enabling higher performance through process enhancement and automation.

Revenue Enablement

Develop and implement strategic pricing frameworks, including subscription tiers, product bundling, and dynamic pricing models and promotional strategies, performance etc.
Uncover revenue growth opportunities through analysis of pipeline, win/loss trends, and rep productivity.
Implement data-driven initiatives that improve conversion rates and drive profitability.

Sales Forecasting & Reporting

Support the forecasting process by validating inputs, monitoring pipeline hygiene, and producing accurate, timely dashboards and reporting.
Provide insights and scenario modeling to inform strategic decisions by Sales Leadership.

Policy & Governance

Ensure consistent adherence to pricing and discounting policies.
Establish the company's deal desk framework and guidelines.
Implement controls that balance governance with flexibility for complex deals.

Cross-Functional Collaboration

Serve as a strategic liaison between Sales, Finance, Marketing, Product, and Customer Success to ensure alignment on goals, metrics, and execution plans.

Requirements

Education and experience: B.S. in business administration or a related field or equivalent work experience
10 years minimum experience working in revenue and/or sales operations
Minimum of 5 years in a managerial position

Required Skills And Qualifications

Strong leadership and program management capabilities to drive organizational change, prioritize initiatives effectively, and deliver both strategic and tactical outcomes.
A driver of action, not just analysis
Must be a self-starter, capable of driving results without a direct reporting structure
Demonstrated ability to translate complex data into clear, compelling strategies and communicate insights effectively at the executive/senior leader level
Proven track record of influencing senior leadership and driving alignment across Sales and Customer Success for end-to-end revenue optimization
Demonstrated success leading a team
Working knowledge of Salesforce, Tableau and database management
Advanced troubleshooting and multi-tasking skills
Excellent verbal and written communication skills

Preferred Qualifications

Proficient with Microsoft Office Suite
B.S. degree in business administration or related field
Excellent supervisory and leadership skills
Prior management skills are highly preferred