Senior Pricing Strategy & Operations Manager

1. Lead Pricing Strategy & Portfolio Design

• Develop product- and segment-specific pricing and packaging strategies across Tungsten’s portfolio.

• Evaluate market trends, competitive insights, customer value drivers, and product performance.

• Partner with Product, Sales, and Finance on pricing structures for new offerings, product tiers, bundles, usage models, and data products.

2. Develop Insight-Led Pricing & Customer Value Analysis

• Analyze customer usage, transaction data, segmentation, and discounting behavior to surface pricing opportunities.

• Conduct customer and partner research to understand value drivers and willingness to pay.

• Support early value-based pricing pilots in partnership with Product and Finance.

3. Drive Commercial Execution & Enablement

• Ensure pricing strategies are adopted and executed effectively across Sales, Channel, Customer Success, and RevOps.

• Create enablement materials, deal guidance, ROI narratives, and pricing communications.

• Strengthen discount governance and support improvements in realized price and deal economics.

4. Improve Pricing Structure & Clarity

• Simplify and modernize pricing architecture to improve customer and partner understanding.

• Lead SKU rationalization, pricing structure improvements, and cross-portfolio consistency initiatives.

• Build repeatable pricing processes, templates, and governance mechanisms.

5. Provide Leadership within the Pricing Operations Cycle

• Run the annual pricing cycle, including modeling, analysis, cross-functional alignment, and field readiness.

• Partner with the Pricing Operations Lead to ensure pricing changes are accurately reflected in the Global Price List (GPL), CPQ, and go-to-market systems.

Required

• 7–12 years of experience in enterprise B2B software pricing.

• Hands-on experience designing SaaS pricing models, pricing frameworks, and packaging strategies.

• Strong financial and pricing modeling capability; expert with Excel or equivalent tools.

• Demonstrated success collaborating across Product, Sales, Finance, Channel, and RevOps.

• Ability to influence senior stakeholders through strong communication and structured problem-solving.

• Experience supporting or running an annual pricing cycle or similar cross-functional commercial process.

• Strong business judgment and commercial acumen; able to connect pricing strategy to revenue outcomes.

Preferred

• Experience in companies ranging from mid-market to large enterprise SaaS (e.g., ~$400M–$1B+).

• Prior exposure to value-based pricing frameworks or customer value analysis.

• Familiarity with channel/partner-driven businesses.

• MBA or equivalent advanced business training.

• Prior people leadership or mentoring experience.

Candidate Profile (“What Great Looks Like”)

• A hybrid strategist-operator: strong conceptual thinker who is also highly execution-oriented.

• Thrives in cross-functional environments and excels at gaining alignment.

• Comfortable with ambiguity and skilled at introducing structure, clarity, and repeatable processes.

• Strong communicator with the ability to simplify complex pricing topics for diverse audiences.

• Action-oriented, commercially minded, and driven by measurable business impact.

Reporting & Interfaces

• Reports to: Sr. Director, Strategy & Development

• Collaborates with: Product, Sales, Channel, Finance, RevOps, Customer Success, Strategy, and GTM leadership

Skills & Knowledge

• Deep understanding of SaaS pricing and monetization models.

• Advanced analytical and financial modeling skills.

• Executive communication & presentation strength.

• Ability to manage multiple complex initiatives simultaneously.

• Strong critical thinking and structured problem-solving.