Director, Pricing Operations

Position Summary

The Director, Price List Operations is a newly created role within our Revenue Operations organization and will be pivotal in standing up this critical function at SPS Commerce. Reporting directly to the VP of Revenue Operations, this leader will serve as the founding owner of pricing governance at SPS — accountable for how the company prices, packages, discounts, and manages commercial offers end-to-end.

Key Responsibilities

• Own Price Lists & Commercial Architecture: Serve as the single source of truth for SPS Commerce list prices, SKU lifecycle, currency variants, and regional adjustments across CPQ and CRM systems.

• Design, maintain, and refresh the discount and approval matrix in CPQ — including authority bands by level (AE, Manager, VP) — and manage operational updates when the sales org structure changes.

• Serve as the intake and change management owner for pricing changes originating from Product, Finance, or Sales; establish SLAs, conduct impact analysis, and own rollout communications.

• Deliver Pricing Visibility & Analytics: Build and run a monthly pricing analytics cadence; own the ELT readout built on the existing Salesforce discount dashboard, layering in give/get capture, outlier detection, and policy-driving commentary.

• Stand up and govern the give/get taxonomy for discount approvals, ensuring 100% of approved deals carry structured rationale codes (term, scope, timing, competitive context).

• Conduct post-hoc exception review and audit of pricing escalations; surface precedent risks before they become unintentional policy.

• Own the full lifecycle of promotional programs — intake, design, system enablement, ROI measurement, and sunset triggers — across all active programs and new launches.

• Push discount authority down through clear policy and enablement, reducing CCO/CRO-level escalations while maintaining governance and ELT visibility.

• Partner with Marketing and Product Marketing on campaign pricing strategy, identifying opportunities to accelerate bookings through targeted promotional levers.

• Partner Across The Product–Commercial Seam: Collaborate with Product to translate list price strategy, packaging decisions, and SKU launches into operational execution across CPQ and CRM — eliminating post-launch surprises.

• Collaborate with Finance on margin policy guardrails, Sales Leadership on deal-level authority, and Tech/IT on CPQ platform integrity and integrations.

• Build and maintain strong cross-functional relationships across Product, Finance, Sales, Customer Success, and Engineering — driving alignment without formal authority.

• Build & Lead The Team: Hire, develop, and lead the Price List Operations team as the function grows from an individual contributor model into a dedicated team.

• Establish the team's operating model, RACI, charter, and intake processes; codify the function's scope and decision rights with cross-functional partners.

• Serve as the hiring manager for future team growth and define the talent profile for the function over time.

Required Qualifications

• Bachelor's degree in Business, Finance, Economics, or a related field.
• 8–12 years of experience in pricing operations, revenue operations, commercial operations, or a closely related discipline within a B2B SaaS or technology company.
• Direct experience owning CPQ systems (Salesforce CPQ preferred), discount approval matrices, and approval workflows at scale.
• Proficiency with Salesforce CRM and reporting; demonstrated ability to build and own executive-facing dashboards and narratives.
• Proven track record of designing and implementing pricing governance frameworks, approval policies, and give/get taxonomies.
• Experience managing or launching promotional programs with structured ROI measurement and sunset processes.
• Demonstrated ability to influence and drive alignment across cross-functional teams — Product, Finance, Sales, and Tech — without formal authority.
• Exceptional written and verbal communication skills; able to distill complex pricing data into clear, executive-level narratives.
• Strong problem-solving skills and intellectual curiosity; seeks to understand patterns and translate them into actionable policy.
• Comfortable with ambiguity and a builder's mindset — this role is standing up a new function, not inheriting a mature one.

Preferred Qualifications

• Experience hiring and building a pricing or commercial operations team from scratch within a new or emerging function.
• Familiarity with SKU lifecycle management, product packaging, and list price governance in a multi-product SaaS environment.
• Background in or direct exposure to Revenue Recovery, contract compliance, or post-sale commercial programs.
• Experience operating within a publicly traded, high-growth technology company.
• MBA or equivalent advanced degree preferred.