Director, Pricing and Profitability

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

📋 Description

• Spearhead the formulation of Arcadia's pricing strategy alongside the CFO, CPO, and CCO.

• Guide decisions regarding list pricing, packaging, discount guidelines, and renewal and expansion pricing across SaaS, services, and payment-related offerings.

• Oversee cost-to-serve analysis across various products, customer segments, and delivery models.

• Identify margin influencers and collaborate with Operations and Customer Success on efficiency initiatives.

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

• Direct the deal desk and uphold deal evaluation models utilized for approvals.

• Establish margin and approval parameters while advising Sales on intricate enterprise deals.

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

• Maintain ownership of the customer segmentation model for strategic resource allocation and service delivery optimization.

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

• Leverage AI and automation to refine deal reviews, reporting, and analytical processes.

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

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

⛳️ Requirements

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

• More than 5 years of progressive pricing experience within high-growth technology companies.

• Exceptional strategic thinking and quantitative capabilities.

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

• Advanced skills in Excel/Sheets are required.

• SQL or a comparable language is strongly preferred.

• Experience in formulating pricing strategies.

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

• Proven experience in implementing systems to operationalize pricing strategies.

• Familiarity with AI tools for process automation and enhancement of analytical workflows.

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

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

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

• Strong communication skills to convey complex analyses in a clear and persuasive manner.

• Experience in managing and nurturing high-performing analysts.

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

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

• Experience 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 not able to provide visa sponsorship for this role.

🏝️ Benefits

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

• Flexible PTO - no accrued hours and no limit on the number of vacation days exempt employees can take annually.

• 11 designated holidays each year.

• 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 that includes an equity component.

• Bonus potential if applicable.

• Access to co-working spaces for employees.