Director, Pricing Operations

Essential Functions & Responsibilities

• The Director, Pricing Operations is a hands-on owner of pricing and CPQ capabilities.
• This role is accountable for implementing, operating, and continuously improving pricing infrastructure, tools, and processes to ensure pricing decisions are accurate, scalable, and executable in the field.
• This role partners closely with Sales, Customer Experience, and Operations to support pricing effectiveness.
• Success is defined by the quality, adoption, and performance of pricing and CPQ systems—and by how effectively those systems enable Sales to sell profitably.
• This is a senior individual contributor role with high visibility and deep ownership of pricing execution, systems, and enablement.

Location

This position is based in our Indianapolis corporate office, we offer a hybrid schedule with 4 days in the office and 1 day remote.

Pricing Operations & CPQ Ownership

• Owns the end-to-end pricing and CPQ operating model, including system configuration, governance, enhancements, and ongoing performance.
• Translates approved pricing strategies, policies, and guardrails into executable pricing and CPQ logic, workflows, approval paths, and controls.
• Led the build, rollout, and optimization of pricing and CPQ software solutions in partnership with IT and Sales Operations.
• Ensures pricing data integrity, system accuracy, and compliance with pricing policies across all quoting activity.
• Serves as the primary business owner and subject matter expert for pricing and CPQ tools.

Commercial Enablement & Field Partnership

• Serves as the pricing operations expert, ensuring pricing tools and guidance support real-world selling motions.
• Coaches commercial teams on how pricing works in the system, why it works that way, and how to use it effectively in customer conversations.
• Supports complex or high-impact deals by advising on pricing structure, trade-offs, and system-supported options to enable better decision-making.
• Gathers feedback from commercial partners on pricing usability, system friction, and discount behavior, and converts insights into operational improvements.

Change Management & Adoption

• Leads change management efforts for new pricing policies, system enhancements, and CPQ capabilities.
• Develops playbooks, training, and documentation focused on practical adoption—not just policy awareness.
• Maintains monitoring pricing and CPQ usage, identifies workarounds or resistance, and proactively addresses root causes.

Pricing Analytics & Operational Insights

• Uses analytics and reporting to monitor pricing performance, discount behavior, and system effectiveness.
• Builds and maintains pricing models and simulations to assess revenue, margin, and behavioral impact prior to implementation.
• Ensures pricing execution aligns with margin targets, forecasting needs, and financial controls.
• Produces dashboards and reporting that connects pricing operations to commercial outcomes (e.g., price realization, win rates, deal velocity).