Vice President, Pricing (CA)

Key Responsibilities:

• Pricing Strategy and Market Insights
• Design a holistic pricing strategy and roadmap to accelerate long-term profitable growth
• Determine the monetization strategy for new offerings
• Design innovative pricing strategies for AI-powered offerings as well as in support of value-based care models
• Leverage market research to understand market landscape, customer perceptions, and key value drivers
• Craft pricing strategies that incentivize long-term commitment while balancing short-term revenue goals across the portfolio.
• Pricing and Packaging Optimization
• Evolve packaging and pricing models to better align with customer needs, value, and willingness-to-pay and inform the product roadmap
• Optimize list prices and annual price uplifts across offerings, segments, and markets to maximize business performance 
• Incubate new commercial programs that deepen customer relationships and encourage greater product adoption
• Pricing Governance and Discount Management
• Establish deal-specific pricing guidance for Sales with pricing targets and floors
• Design discount approval processes and governance that improve price consistency and performance while enabling sufficient sales team flexibility in collaboration with Rev Ops and Finance
• Lead the global rollout and measurement of new pricing frameworks and process, including discounting structures and customer migration strategies
• Performance Measurement
• Establish KPIs to measure pricing performance. Establish feedback mechanisms and iterative processes to refine and adapt pricing approaches based on organizational learning and market dynamics
• Strengthen pricing processes and tools to improve workflows and insights
• Organizational Transformation and Execution
• Partner closely with senior leaders across marketing, product, finance and sales
• Design comprehensive change management plans for rolling out new pricing frameworks across the organization including communication plans and enablement programs
• Build pricing capabilities across the organization through strategic training and knowledge-sharing initiatives

Your Key Strengths:

• Proven track record of success in developing and implementing pricing strategies for large enterprise clients within the SaaS, B2B industry or a closely related industry, such as cloud services or subscription-based models. Knowledge of how recurring revenue impacts pricing strategies is critical.
• 15+ years of relevant experience in pricing strategy & operations with a proven ability to design and optimize pricing models specific to SaaS (tiered pricing, usage-based pricing, time-bound trigger models, etc.) and understanding the nuances between customer acquisition and retention pricing strategies.
• Experience in creating long-term strategic pricing roadmaps that align with company goals, market positioning, and customer needs. The VP will need to anticipate market trends and adjust pricing strategies accordingly.
• The ability to leverage advanced data analytics to drive pricing decisions, optimize price points, and understand customer elasticity. Experience with A/B testing, regression analysis, and cohort analysis for pricing strategies is a big plus.
• A strong grasp of financial and business metrics (e.g., LTV, CAC, margin analysis, ARR, and MRR) and how pricing decisions impact the overall business strategy.
• The VP should excel at customer segmentation and have a strong understanding of value-based pricing (i.e., how pricing should reflect the value delivered to different customer segments). Experience in balancing price sensitivity with delivering tailored solutions for different customer tiers is critical.
• Ability to analyze and understand competitive landscapes to develop pricing that differentiates the company’s offering while driving revenue growth.
• Knowledge of pricing’s impact on churn, retention, and customer lifetime value. The VP should be capable of crafting pricing strategies that incentivize long-term commitment while balancing short-term revenue goals.

Bonus Skills:

• Familiarity with advanced pricing software and tools (such as Price Intelligently, ProfitWell, or Vistaar) is crucial for designing, testing, and managing pricing strategies at scale.
• The VP of Pricing should have a strong track record of negotiating large-scale, high-value contracts and partnerships. Their ability to engage in meaningful pricing discussions with customers and partners will be a key asset.
• Strong communication skills are essential to sell pricing strategies internally to leadership, sales teams, and other stakeholders. They need to advocate for pricing decisions based on data-driven insights and market trends.
• Strong communication skills are essential to sell pricing strategies internally to leadership, sales teams, and other stakeholders. They need to advocate for pricing decisions based on data-driven insights and market trends.
• Experience with customer relationship management (CRM) and enterprise resource planning (ERP) systems, such as Salesforce or NetSuite, is important, as these systems often tie into pricing and revenue management workflows.
• Familiarity with pricing automation tools and AI-driven pricing algorithms that can optimize prices based on customer behavior, market conditions, and competitive pressures.
• Pricing strategy can often change due to mergers or acquisitions. The ideal candidate should have experience in integrating pricing models during M&A activities, harmonizing disparate pricing models, and managing customer expectations.