Principal Pricing Analyst

Role Overview

• Act as Unit4's company-wide pricing authority: develop, document and maintain pricing principles, discount governance frameworks and approval policies that ensure consistency, commercial integrity and scalability across the business
• Lead the design and evolution of complex pricing structures and long-term monetisation strategies
• including subscription tiers, usage-based models and packaging architectures
• Provide strategic pricing recommendations through rigorous analysis, scenario modelling and executive-ready presentations
• Own Unit4's pricing governance model: product lifecycle stakeholder engagement, pricing review cadences and documentation standards that scale with business growth and complexity
• Build and govern a commercially deployable AI pricing roadmap for dynamic pricing, value-based segmentation and price optimization
• Conduct advanced quantitative pricing analyses including price elasticity modelling, profitability analysis by vertical and region, customer willingness-to-pay research and competitive benchmarking across Unit4's four core verticals and primary geographies
• Lead pricing experiments and pilot programmes to generate robust evidence for pricing decisions, packaging changes and conversion strategy; define, build and own the growth metrics framework
• measuring packaging adoption rates, ARR and NRR impact, deal size trends and conversion uplift
• to quantify the commercial impact of every pricing change and report outcomes to senior leadership
• Own the development and continuous improvement of pricing guidance tools and conversion frameworks used by Sales and Deal Desk teams to price and present deals consistently and effectively
• Define, build, and report on pricing KPIs to monitor OKR performance and support commercial decisions and turn customer data into actionable insights.

Requirements

• Thought-leadership in SaaS pricing: deep practitioner-level knowledge of subscription pricing models, usage-based pricing, value-based pricing and packaging strategy
• Demonstrable track record of owning and delivering complex pricing projects with clear, measurable commercial impact: Strong command of SaaS business economics
• ARR, NRR, churn, LTV, CAC, ARPU
• and the ability to connect pricing decisions directly to financial outcomes
• Experience conducting market research, competitive pricing analysis and customer willingness-to-pay analysis in a B2B SaaS context
• Proven ability to engage and influence senior stakeholders through rigorous analysis, well-structured recommendations and clear commercial narrative
• Understands the interplay between pricing strategy, product strategy, sales motion and competitive dynamics; able to balance revenue and margin objectives with customer value perception
• Proficiency in financial modelling and data analysis (Excel essential; Power BI, Tableau or equivalent strongly preferred); comfortable working with large, complex datasets to derive pricing insight
• Uses market data, customer analytics and commercial metrics to drive recommendations
• Able to distil complex pricing analysis into clear, compelling recommendations for non-technical senior audiences; confident business case author and presenter
• Builds credibility and trust with cross-functional partners across Product, Sales, Finance and Customer functions; navigates competing priorities diplomatically and constructively
• Committed to the development of colleagues; actively shares knowledge, reviews work and invests in raising analytical and commercial standards across the team
• Takes personal accountability for the quality and timeliness of work; operates independently on ambiguous, high-stakes problems and drives projects through to measurable outcomes without requiring close supervision.

Tech Stack

• Tableau

Benefits

• a culture built on trust and accountability
• giving you the freedom and autonomy to be successful and make an impact
• balance
• with our Flexible Leave Paid Time Off policy, remote working opportunities, Global Wellbeing Days, and other great benefits
• growth opportunities
• we provide the tools and guidance required so that you can focus on what really matters to you and so, ultimately, you can achieve your best work
• talented colleagues, role models and mentors
• work, learn and be inspired by some of the best talent in the software industry
• a commitment to sustainability
• with initiatives such as our Environmental, Social, and Governance strategy and Act4Good programme
• a safe and inclusive working environment – supported by our Employee Resource Groups, which are open to all.