Director, Pricing Strategy & Deal Intelligence (Remote)

About the role

Trace3 is building a centralized Revenue Operations function from the ground up, and the Director of Pricing and Deal Intelligence leads the pillar responsible for one of the most direct levers in the business: deal-level margin discipline.

Responsibilities

• Pricing Strategy and Margin Ownership
• Set and own company-wide pricing strategy for products and services: margin targets, price positioning, discount governance, and the deal review framework that enforces them
• Own deal-level margin improvement as a managed, measurable target: track bookings margin versus guidance floor by product family, identify where margin is leaking and why, and drive systematic improvement quarter over quarter
• Define pricing guardrails and exception thresholds; establish clear decision rights for rep-level approvals, deal desk reviews, and escalations to sales leadership or Finance
• Partner with Finance on margin target setting and profitability review cadences; ensure pricing strategy reflects the economics of the business, not just competitive positioning
• Work directly with the SVP of Revenue Operations and regional sales VPs to drive pricing attainment as a managed behavior across the selling organization
• Pricing Guidance Tool and Algorithm Ownership
• Own the pricing guidance algorithm: understand the clustering methodology, product family taxonomy, and deal categorization logic well enough to govern updates, explain the output to sales leadership, and defend recommendations under scrutiny
• Approve updates to the guidance algorithm based on Technical Pricing Analyst recommendations; partner with the GTM Tooling team on execution of approved changes in the tool
• Drive deal-guidance adherence from a low baseline toward an 80 percent-plus target; treat exception rates as diagnostic data, not acceptable noise
• Own the Pricing Guidance tool pilot: define success criteria, coordinate the seller pilot group, review exception reports from day one, and lead the post-pilot retrospective that shapes the scale rollout
• Deal Intelligence and Deal Review Operations
• Oversee deal intelligence operations: the team of Deal Intelligence Analysts who provide pricing consultative support to the frontline, assist GMs with deal review decisions, and provide guidance based on prior approval cycles
• Set deal review thresholds and response times; define what requires review, who owns it, and what the SLA is — with a target deal-desk cycle time of less than 24 hours
• Build the deal review as a learning system: every exception, every approval, and every loss contains signal about where the pricing framework needs adjustment
• Technical Pricing Analytics
• Lead the Technical Pricing Analyst who processes and synthesizes margin improvement, win/loss, and deal velocity analytics and recommends adjustments to the guidance algorithm
• Own the analytical foundation the pricing function runs on: product family tagging accuracy, deal categorization completeness, and the data quality standards that make the guidance output trustworthy
• Translate analytics outputs into pricing strategy recommendations the selling organization can act on; the output of this function is a decision, not a report
• Team Build and Operating Standard
• Build and lead the Pricing and Deal Intelligence team: Technical Pricing Analyst (1) and Deal Intelligence Analysts (3); hire the team, set performance standards, and develop their capabilities over time
• Establish the operating standard for the pricing function: what a deal review looks like, how exception rates are tracked and reported, how algorithm updates are proposed and approved, and what the weekly cadence with sales leadership looks like
• Build a pricing function that sellers experience as a deal partner that makes them more competitive, not a compliance function that slows them down

Qualifications & Interests

• 8+ years of experience in pricing strategy, deal desk, revenue management, or commercial analytics, with at least 3 years in a senior role owning a pricing or deal intelligence function
• Demonstrated track record setting and managing pricing strategy in a complex B2B environment with a multi-product portfolio; has owned margin targets, not just pricing policies
• Hands-on deal desk experience: defining review thresholds, running deal reviews with sales leadership, managing exception governance, and tracking deal-level margin outcomes
• Analytical depth: comfortable interpreting pricing model outputs, win/loss data, and deal velocity signals and translating them into actionable strategy recommendations
• Track record of improving pricing discipline in environments where pricing was previously decentralized or rep-dependent; has moved an organization from gut-call pricing toward data-guided guardrails
• Player-coach orientation: this role requires personal involvement in deal reviews, algorithm interpretation, and weekly sales leadership engagement alongside managing a team of analysts
• Background in technology distribution, VAR, or systems integration — understands how deals are constructed in a multi-vendor, channel-intensive environment and how margin variance at the deal level accumulates into material EBITDA impact
• Experience owning or governing an analytical pricing tool, pricing algorithm, or CPQ platform in a B2B technology sales environment
• Experience working alongside a management consulting firm on a pricing transformation initiative: knows how to receive and sustain a consulting-designed pricing methodology independently after the engagement closes
• Familiarity with NetSuite or ConnectWise as CRM and quoting systems of record
• Experience in a high-accountability environment where pricing attainment was a senior leadership metric with defined targets and regular review cadences