Director, Pricing and Profitability

This is a fully remote position, open to applicants in United States.

📋 Description

• Collaborate with the CFO, CPO, and CCO to shape Arcadia's pricing strategy.

• Provide insights on list pricing, packaging, discount guidelines, and renewal and expansion pricing for SaaS, services, and payment-related products.

• Conduct cost-to-serve analyses across various products, customer segments, and delivery models.

• Identify margin influencers and work alongside Operations and Customer Success to drive efficiency initiatives.

• Convert pricing strategy into pricing structures, approval policies, and Salesforce CPQ configurations.

• Oversee the deal desk and maintain deal evaluation models utilized for approvals.

• Establish margin and approval guidelines, advising Sales on complex enterprise deals.

• Develop and manage customer lifetime value and unit economics models.

• Own the customer segmentation model to optimize resource allocation and service delivery.

• Implement and refine Salesforce CPQ, BI, reporting, systems, tools, and workflows.

• Leverage AI and automation to enhance deal reviews, reporting, and analysis processes.

• Monitor and report on pricing realization, discounting trends, deal profitability, and margin performance to executive leadership.

• Lead and nurture a team of 1–2 analysts.

⛳️ Requirements

• Over 10 years of experience in pricing, strategic finance, FP&A, or related fields.

• More than 5 years of progressively responsible pricing experience within high-growth technology firms.

• Strong strategic thinking and quantitative abilities.

• Proficient in manipulating and analyzing large, intricate data sets.

• Advanced skills in Excel/Sheets are required.

• SQL or similar experience is strongly preferred.

• Proven track record in defining pricing strategies.

• Experience in conducting costing and cost-to-serve analyses.

• Familiarity with implementing systems that operationalize pricing strategies.

• Background in utilizing AI tools to automate processes and enhance analytical workflows.

• Comprehensive understanding of SaaS and services business models, including subscription metrics, service margins, and connected unit economics.

• Experience in constructing deal evaluation, LTV, and customer segmentation models that inform executive decisions.

• Ability to influence and collaborate with senior cross-functional stakeholders, particularly Sales leadership.

• Capable of presenting complex analyses in a clear and persuasive manner.

• Experience managing and developing high-performing analysts.

• Preferred exposure to bill payment technologies and cash management or payment-related revenue streams.

• Familiarity with CPQ, deal desk tools, and BI platforms is preferred.

• Background in energy, utilities, fintech, or enterprise B2B data platforms is preferred.

• An MBA or advanced degree in finance, economics, or a related quantitative field is preferred.

• Must be eligible to work in the continental United States.

• Arcadia is unable to provide visa sponsorship for this position.

🏝️ Benefits

• "Remote first" culture - work from anywhere in the continental US as long as you have a reliable internet connection.

• Flexible PTO - no accrued hours and no limits on vacation days for exempt employees each year.

• 11 paid holidays annually.

• 10 days of sick leave.

• Up to 2 weeks of bereavement leave.

• 2 volunteer days off.

• 2 professional development days off.

• Parental Leave Benefits available for ALL parents.

• 75-95% employer cost coverage for medical, dental, and vision benefits for employees and their dependents.

• Competitive benefits package with an equity component.

• Bonus opportunities if applicable.

• Access to co-working spaces for employees.