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Director-Pricing

San Francisco, CA, USA | Innovaccer

  • Industry:
    Information Technologies
  • Position Type:
  • Functions:
    Accounting / Control
    Finance (Internal)
    General Management
  • Experience:
    7-10 years
Job Description:
61 people have viewed this job

This is a strategic and one of the most visible leadership roles within the Product organization reporting directly to the VP, Product Management. You will be responsible to define, implement, and iterate pricing and packaging strategy, build and run deal desks, and work cross-functionally with Finance, Product, Marketing, Legal. 


You will be responsible to accelerate growth by optimizing pricing, defining discounting, approval and packaging tiers, and operationalizing the deal pricing process within Product organization. In this role you and your team will formulate pricing proposals based on financial and competitive analysis, develop them into committed quotes that can be shared with prospective customers and work with sales teams to submit and iterate the quotes as necessary to win a deal . You will drive pricing for VBC, Health System, Payers, Pharma, Employer, and International markets as well as any markets that Innovaccer expands into. This will cover all existing and new solutions, new logo, renewal, and upsell deals. 


A Day in the Life 


Liaison with the Sales team to define the pricing for active deals and monitor the quote process. 

Monitor the Deal Desk team’s productivity and workload. 

Engage closely with Finance, GTM, Product to maintain and retain pricing. 

Implement newer ways to define and standardize pricing across all markets and solutions. 

Own our pricing tooling and reporting strategy and roadmap

Build new processes and roadmaps to interface with the sales team. 


What You Need 


A minimum of 8 years finance, sales and transactional pricing in the Enterprise Technology industry.  At least 3 years of specific experience with pricing and packaging for SaaS businesses

Extensive experience in pricing, packaging, licensing, finance, transactional sales in Software as a Service (SaaS) industry. 

Experience managing diverse teams, working with nearshore and offshore support organizations and in driving change management

Strong verbal and written communication skills.

Knowledge of SaaS business models and B2B channel structures

Ability to perform advanced statistical analysis, mixed-method data collection and analysis, and apply group-based research methods such as cluster analysis and conjoint studies

Ability to synthesize large data sets and applying analytic frameworks for insights

Bachelor of Science degree in business, statistics, economics, or other quantitative disciplines or equivalent work experience

MBA degree strongly preferred


Preferred Skills 


Pricing strategy/structure/model development;

Pricing & profitability modeling;

Pricing analytics;

Pricing setting & optimization (including price elasticity);

Pricing process/management improvement/redesign;

Pricing organizational & governance design;

Market segmentation;

Portfolio optimization/rationalization;

Discount and promotion management;

Value based pricing;

Psychological based pricing (e.g., behavioral economics);


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