Senior Manager, Pricing and Commerical Strategy

Mission:

The Pricing & Commercial Strategy Manager is responsible for developing and optimizing pricing and commercial strategies that drive profitable growth and maximize customer value. Working closely with Sales, Finance, Product, Marketing, and Customer Success teams, this role ensures the business has the right commercial levers to win in the market, improve profitability, and accelerate revenue growth.

Key Responsibilities:

Pricing Strategy:

• Develop and maintain pricing strategies aligned with company growth objectives.
• Define pricing frameworks, discount structures, and approval processes.
• Conduct market, competitor, and customer analysis to ensure pricing competitiveness.
• Lead pricing recommendations for new products, solutions, and services.
• Continuously assess pricing effectiveness and identify optimization opportunities.

Commercial Strategy:

• Develop commercial models that support revenue growth, profitability, and customer acquisition.
• Partner with Sales leadership to improve commercial performance and deal quality.
• Design customer segmentation, offer structures, and go-to-market monetization approaches.
• Support strategic initiatives related to subscription and recurring revenue models.
• Evaluate customer lifetime value and profitability across segments.

Revenue & Profitability Management:

• Monitor key revenue and margin performance indicators.
• Analyse deal profitability and pricing realization.
• Support annual planning, forecasting, and commercial target setting.
• Identify opportunities to improve gross margin and commercial efficiency.

Governance & Cross-Functional Leadership:

• Establish pricing governance and commercial approval processes.
• Ensure consistency across regions, customer segments, and product portfolios.
• Provide commercial insights and recommendations to senior leadership.
• Collaborate with Finance, Sales Operations, Product Management, and Customer Success teams to drive business outcomes.

Key Performance Indicators (KPIs:)

• Revenue Growth, Gross Margin Improvement, Pricing Realization
• Average Selling Price (ASP)
• Discount Management
• Commercial Deal Profitability
• Customer Lifetime Value (CLV)
• Annual Recurring Revenue (ARR) Growth Support
• Net Revenue Retention (NRR) Contribution
• Win Rate Improvement

Required Qualifications:

• 5+ years of experience in Pricing, Commercial Strategy, Revenue Operations, Sales Operations, Finance, Consulting, or related functions.
• Strong analytical and financial modelling skills.
• Experience working with SaaS, software, subscription, or recurring revenue business models is preferred.
• Proven ability to influence senior stakeholders and drive cross-functional initiatives.
• Strong communication and presentation skills.

Skills and Experience:

• Strategic Thinking
• Commercial Acumen
• Financial Analysis
• Pricing & Monetization Expertise
• Data-Driven Decision Making
• Stakeholder Management
• Negotiation Support
• Business Partnership
• Change Management
• Problem Solving