Senior Pricing Strategy & Operations Manager

• 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. 

• 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. 

• 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. 

• 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. 

• 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.  

• 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. 

• Utilizes AI-enabled tools (e.g., chatbots, document automation, analytics assistants) to improve efficiency, accuracy, and streamline routine tasks while following company AI governance and data privacy standards

• 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. 

• 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. 

• Reports to: Sr. Director, Strategy & Development 

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

• 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. 

• Skills in prompting AI systems and assessing output quality

• Ability to leverage AI to ideate, develop, and scale to the needs of their department

The base salary range for this role, across the US, is $97,000 - $118,000. Your actual base pay within this range will be determined by your work location as well as skills, qualifications, experience, and relevant education/training. The range provided reflects only the base salary for the role and does not include benefits.