Director, Pricing Strategy – Deal Intelligence

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

📋 Description

• Establish and manage the company-wide pricing strategy for products and services, including margin targets, price positioning, discount governance, and a deal review framework to enforce them.

• Take ownership of deal-level margin enhancement as a managed, measurable objective: monitor bookings margin against guidance floor by product family, identify sources of margin erosion and their causes, and drive systematic improvements each quarter.

• Define pricing guardrails and exception thresholds; set clear decision rights for representative-level approvals, deal desk reviews, and escalations to sales leadership or Finance.

• Collaborate with Finance on margin target establishment and profitability review schedules; ensure that the pricing strategy aligns with the business's economic realities, rather than solely competitive positioning.

• Work closely with the SVP of Revenue Operations and regional sales VPs to instill pricing attainment as a managed behavior within the sales organization.

• Oversee the pricing guidance algorithm: grasp the clustering methodology, product family taxonomy, and deal categorization logic well enough to govern updates, explain results to sales leadership, and defend recommendations under scrutiny.

• Approve modifications to the guidance algorithm based on recommendations from the Technical Pricing Analyst; collaborate with the GTM Tooling team to execute approved changes in the tool.

• Drive adherence to deal guidance from a low baseline towards an 80 percent-plus target; treat exception rates as diagnostic insights, rather than acceptable noise.

• Lead the Pricing Guidance tool pilot: establish success criteria, coordinate the pilot seller group, review exception reports from day one, and facilitate the post-pilot evaluation that informs the broader rollout.

• Supervise deal intelligence operations: manage the Deal Intelligence Analysts who offer pricing consultative support to the frontline, assist GMs with deal review decisions, and provide guidance based on previous approval cycles.

• Set thresholds and response times for deal reviews; define what necessitates a review, who is accountable, and establish the service level agreement with a target deal-desk cycle time of under 24 hours.

• Create a deal review process as a learning system: every exception, approval, and loss provides insights into where the pricing framework requires adjustment.

• Lead the Technical Pricing Analyst responsible for processing and synthesizing margin improvement, win/loss, and deal velocity analytics, recommending adjustments to the guidance algorithm.

• Own the analytical foundation that supports the pricing function: ensure product family tagging accuracy, deal categorization completeness, and maintain data quality standards to ensure trustworthy guidance output.

• Convert analytical outputs into actionable pricing strategy recommendations for the sales organization; the result of this function should be a decision, not merely a report.

• Build and lead the Pricing and Deal Intelligence team, including one Technical Pricing Analyst and three Deal Intelligence Analysts; hire, establish performance standards, and enhance their capabilities over time.

• Define the operational standard for the pricing function: what constitutes a deal review, how exception rates are monitored and reported, how algorithm updates are proposed and approved, and what the weekly interaction with sales leadership entails.

• Develop a pricing function that sellers perceive as a collaborative partner in deals, enhancing their competitiveness, rather than a compliance process that hinders them.

⛳️ Requirements

• Over 8 years of experience in pricing strategy, deal desk, revenue management, or commercial analytics, with at least 3 years in a senior role responsible for a pricing or deal intelligence function.

• Proven history of establishing and managing pricing strategies in a complex B2B environment with a multi-product portfolio; has been accountable for margin targets, not just pricing policies.

• Hands-on experience in deal desk operations: defining review thresholds, conducting deal reviews with sales leadership, managing exception governance, and tracking deal-level margin results.

• Strong analytical skills: adept at interpreting pricing model outputs, win/loss data, and deal velocity signals, and translating them into actionable strategic recommendations.

• Record of enhancing pricing discipline in environments where pricing was previously decentralized or dependent on representatives; has guided an organization from instinct-based pricing to data-driven guardrails.

• Player-coach mindset: this position requires active participation in deal reviews, interpreting algorithms, and engaging with sales leadership weekly, in addition to managing a team of analysts.

• Background in technology distribution, VAR, or systems integration — understands the construction of deals in a multi-vendor, channel-intensive environment and how deal-level margin variance impacts overall EBITDA.

• Experience overseeing or governing an analytical pricing tool, pricing algorithm, or CPQ platform within a B2B technology sales context.

• Experience collaborating with a management consulting firm on pricing transformation initiatives: capable of independently sustaining a consulting-designed pricing methodology post-engagement.

• Familiarity with NetSuite or ConnectWise as CRM and quoting systems.

• Experience in a high-accountability setting where pricing attainment was a key performance metric for senior leadership, with defined targets and regular review schedules.

🏝️ Benefits

• Comprehensive medical, dental, and vision plans for you and your dependents.

• 401(k) Retirement Plan with Employer Match, 529 College Savings Plan, Health Savings Account, Life Insurance, and Long-Term Disability.

• Competitive Compensation.

• Training and development programs.

• Major offices stocked with snacks and beverages.

• A collaborative and vibrant culture.

• Work-life balance and generous paid time off.