Pricing & Deal Strategy Analyst

Role Description

As EnergyHub scales its impact at the grid edge, our commercial models are becoming increasingly sophisticated. We are building complex partnerships that involve cloud-to-cloud integrations, utility grid services, and evolving regulatory landscapes. We need an analytical powerhouse to ensure our pricing reflects our value, protects against industry volatility, and remains competitive across a diverse portfolio of utility clients.

The Pricing & Deal Strategy Analyst will report to the Director of Revenue Operations. You will be the primary engine behind our commercial decision-making, responsible for building the models that define how we go to market. This is a high-visibility role sitting at the intersection of Sales, Product, Product Marketing, and Finance, ensuring every proposal is winning for the client, sustainable for the business, and optimized for the grid.

Main Responsibilities

• Pricing Strategy & Grid Value Modeling
  • Build and maintain sophisticated financial models to evaluate pricing for new products, bundles, services, and complex multi-year utility contracts.
  • Partner with Product, Analytics, Product Marketing, and Market Development to weight pricing models based on device-specific value streams (e.g., peak shedding, frequency regulation, and localized grid relief).
  • Analyze utility tariff structures and regulatory filings to ensure EnergyHub’s offerings remain competitive against traditional utility cost-of-service models and "bring your own device" (BYOD) incentives.
  • Define pricing structures for upcoming features and service lines, ensuring they align with long-term margin goals and market expectations.
• Deal Strategy & Risk Assessment
  • Act as the lead analyst for non-standard deals. Model various "what-if" scenarios, including volume-based pricing and performance-based incentives.
  • Develop models to assess commercial risk in performance contracts, simulating various weather scenarios, grid event frequencies, and device participation rates to ensure margin protection.
  • Analyze how individual proposals fit into the broader business and maintain a competitive library of industry benchmarks to inform "Price-to-Win" strategies on large-scale utility solicitations.
  • Provide the data-backed rationale for the Deal Desk, helping leadership understand the trade-offs of specific deal terms, concessions, or shared-savings arrangements.
• Commercial Insights & Governance
  • Conduct post-mortem analyses on existing contracts to compare realized deal performance against historical benchmarks, identifying trends in discounting and yield.
  • Help maintain the standard price book and discounting logic within Salesforce and BillingPlatform.
  • Identify ways to turn manual pricing spreadsheets into repeatable, automated tools that Sales can use for self-service on standard deals.

Qualifications

• 5-8 years of experience in Pricing, Strategic Finance, or Commercial Operations, ideally within B2B SaaS, a Utility, or a Renewable Energy technology company.
• Advanced Excel and financial modeling skills are a must. Experience with SQL for pulling historical performance data is highly preferred.
• Familiarity with utility business models, demand response, or distributed energy resources (DERs) is a significant plus.
• You understand the "why" behind the numbers and can translate a technical product roadmap into a logical commercial framework.
• Ability to present data clearly to executives as well as stakeholders in Sales, Product, Product Marketing and Finance.
• You can simplify complex financial and risk-based concepts for non-analytical audiences.
• Bachelor’s degree in Finance, Economics, Engineering, or a related quantitative field.

Benefits

• 100% paid medical for employees.
• 401(k) with employer match.
• Casual environment with flexibility to set your own schedule.
• Fully stocked fridge and pantry.
• Free Citi Bike membership.
• Secure bike rack.
• Gym subsidy.
• Paid parental leave.
• Education assistance program.