Director, Pricing

Role Overview

• The Director, Pricing leads commercial pricing, deal structuring, and contract negotiation support for Capital Markets solutions across new logos and renewals
• Sets portfolio pricing strategy and governance, partners with Sales, Product, Finance, Legal, and Delivery to improve win rate while protecting margin and revenue quality
• Leads a team focused on faster, more consistent decisioning
• Support Sales end-to-end from RFP/pricing request through contracting and signature; align stakeholders, communicate approach/status, and drive timely approvals
• Partner with Solution Management to set pricing guardrails/offers, drive adherence through governance, and review outliers to identify optimization opportunities
• Evolve portfolio pricing strategy (software, services, hosting/managed services); define standards, guardrails, and clear exception paths
• Adapt global frameworks to regional market/competitive dynamics while maintaining financial discipline
• Guide commercial structures that balance growth, margin, and revenue recognition; ensure terms support compliant revenue outcomes
• Lead complex commercial negotiations with Sales and Legal, grounded in data and market intelligence
• Review and approve contract commercial terms within authority (price, indexation, payment terms, ramps, termination, SLAs/credits)
• Present recommendations, risks, and trade-offs to leadership; drive timely decisions on exceptions and investments
• Use portfolio insights (win/loss, discounting, competitive pressure) to recommend packaging, pricing, and investment actions
• Set pricing execution standards (documentation/auditability) and coach stakeholders to reduce non-standard terms and speed approvals
• Partner cross-functionally (Sales, Product, Finance, Legal, Services, Delivery) to align commercial strategy, cost-to-serve, and scalable offers
• Lead and develop the pricing team; set priorities and ensure consistent service levels and decisioning
• Own the Sales/Renewal interlock rhythm for the portfolio; highlight pipeline/renewal risks and actions to hit bookings and retention targets
• Help steer process improvements (with the execution excellence function) to improve cycle time, clarity of roles, intake/SLAs, and escalations
• Scale standardization/automation to enable appropriate sales self-service; track adoption and outcomes
• Maintain deal comps and pricing benchmarks to speed decisioning and improve consistency
• Implement deal scorecards and structured decision summaries to standardize risk/return evaluation
• Run a reporting/insights loop (mix, discounting, exceptions, margin/revenue quality) to prioritize and measure improvements
• Own OKRs/KPIs (deal velocity, throughput, SLA adherence) and drive actions to improve performance
• Track deal iterations and rework; partner with Sales/Solution Management to improve first-pass quality
• Manage capacity (deals per FTE, aging, workload balance) and adjust delegation and prioritization
• Report outcomes (discounting vs. guardrails, exceptions, margin/revenue quality) with regular KPI readouts and actions

Requirements

• 10+ years in pricing, deal strategy, commercial finance, strategy/consulting, or revenue ops (fintech/financial services tech preferred)
• Bachelor’s degree in Finance, Economics, Business, Analytics, or related field
• Demonstrated people leadership and/or ability to lead through influence in a matrix
• Strong analytics/financial modeling; able to evaluate unit economics, margin/cash, and revenue quality trade-offs
• Strong business judgment and executive presence; able to influence senior stakeholders
• Comfort with ambiguity; able to prioritize across pipeline, renewals, and strategic initiatives
• Strong grasp of enterprise deal structures and contracting concepts (discounts, ramps, indexation, payment terms, renewals, termination, services)
• Track record improving pricing governance, standardization, and processes to increase speed and consistency
• Clear written/verbal communication; able to translate analysis into concise recommendations
• Collaborative leadership style with strong customer/sales partnership mindset
• Strong stakeholder management across global, cross-functional partners
• Ability to manage a high volume of deals while maintaining quality and timelines
• Advanced Excel; comfort with BI/reporting tools (Power BI/Tableau) and CRM data a plus

Tech Stack

• Tableau

Benefits

• Health insurance
• Retirement plans
• Paid time off