Senior Pricing Operations Manager

From Fivetran's founding until now, our mission has remained the same: to make access to data as simple and reliable as electricity. With Fivetran, customer data arrives in their warehouses, canonical and ready to query, with no engineering or maintenance required. We're proud that more organizations continue to leverage our technology every day to become truly data-driven.

About the Role

We are seeking a Senior Pricing Operations Manager to ensure our pricing policies are accurately reflected and consistently executed across Salesforce CPQ, ERP, and other quoting systems. In this role, you'll translate approved pricing policies, promotions, bundles, and discount structures-defined by Pricing Leadership-into system configurations that Sales can confidently use.

This role focuses specifically on operationalizing pricing policy within systems and providing guidance to Sales on pricing scenarios. You will work closely with the Revenue Proposal-to-Order Lead, who owns the broader CPQ architecture, guided quoting processes, and proposal automation tooling. Together, you'll ensure pricing policies are executed correctly within the quoting framework.

This is a full-time, hybrid position based out of our Oakland, CA or Denver, CO offices. Our hybrid work model offers a blend of remote flexibility and in-person collaboration, including two days in the office each week to connect and build as a team.

What You'll Do

System Operationalization of Pricing Policy

• Translate approved pricing policies (discounts, promotions, bundles, and special terms) into business requirements that our GTM systems team can use to build configurable rules and logic within Salesforce CPQ, ERP, and related pricing systems.
• Define pricing matrices, discount waterfalls, product catalogs, approval flows, and quoting templates for pricing accuracy and consistency.
• Partner with the Proposal-to-Order Lead and IT/Systems teams to design, test, and troubleshoot pricing configurations within the CPQ framework.
• Develop and maintain documentation for pricing-related system configurations and policies.
• Identify opportunities for automation and efficiency improvements in pricing logic and quoting processes.

Quoting Operations Support

• Act as a subject matter expert on pricing policies for Sales and Deal Desk
• Provide training and enablement for sales teams on new pricing policies, system updates, and pricing best practices.

Field Feedback & Pricing Insights

• Gather feedback from Sales, Customer Success, and field teams on pricing effectiveness, customer sentiment, and operational challenges.
• Analyze recurring themes and pain points, synthesizing them into recommendations for pricing policy improvements.
• Collaborate with Pricing Strategy, Product, and Sales leadership to inform future pricing and packaging decisions with operational insights.

What We're Looking For

• 5-7 years of experience in Pricing Operations, Sales Operations, or a similar analytical role, preferably in B2B SaaS or technology.
• Proven experience defining pricing rules and partnering with engineers to implement them in CRM/CPQ systems (Salesforce CPQ preferred; Oracle CPQ, Zuora CPQ also valued).
• Strong understanding of pricing methodologies, discount structures, and SaaS sales motions, usage economics.
• Excellent analytical skills with the ability to interpret data, identify trends, and provide actionable insights.
• Strong communicator who can clearly explain complex pricing concepts to Sales and cross-functional teams.
• Highly detail-oriented with a commitment to pricing accuracy and data integrity.
• Proficiency in Google Sheets, Hex, Looker, or similar tools for pricing analytics.

Bonus Skills

• Familiarity with financial reporting and revenue recognition principles.
• Project management experience coordinating cross-functional pricing initiatives.

#LI-Hybrid #LI-MT2

The compensation range displayed on this job posting reflects the minimum and maximum target for new hire compensation for the target position and level, and may include sales incentives or target bonuses depending on the role. Our compensation ranges are determined by role, level, and location. Our job titles may span more than one career level. Within the range, individual compensation is determined by additional factors, including job-related skills, experience, relevant education or training, business need, market demands. The compensation range is subject to change and may be modified in the future. Your recruiter can share more about the specific compensation range for your location during the hiring process.

Oakland Pay Range

$193,901-$242,376 USD

Perks and Benefits

• 100% employer-paid medical insurance *
• Generous paid time-off policy (PTO), plus paid sick time, inclusive parental leave policy, holidays, and volunteer days off
• RSU stock grants*
• Professional development and training opportunities
• Company virtual happy hours, free food, and fun team-building activities
• Monthly cell phone stipend
• Access to an innovative mental health support platform that offers personalized care and resources in areas such as: therapy, coaching, and self-guided mindfulness exercises for all covered employees and their covered dependents.

* May vary by country and worker type - please reach out to your recruiter for more information

Click here to learn more about Fivetran's Benefits by Region.

We're honored to be valued at over $5.6 billion, but more importantly, we're proud of our core values of Get Stuck In, Do the Right Thing, and One Team, One Dream. Read about us in Forbes.


Fivetran brings together high-quality talent across the globe to make data access as easy and reliable as electricity for our customers. We value and recognize that our customers benefit from having innovative teams made of people from many backgrounds, experiences, and identities. Fivetran promotes diversity, equity, inclusion & belonging through attracting, recruiting, developing, and retaining a diverse workforce, not only because it is the right thing to do, but because it helps us build a world-class company to better serve our customers, our people and our communities.

To learn more about Fivetran's culture and what it's like to be part of the team, click here and enjoy our video.

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We are committed to ensuring that all candidates have an equal opportunity to participate in our interview process. If you require accommodations at any stage of the process due to a disability, medical condition, or any other circumstance, please don't hesitate to submit your request by filling out this form. We will work with you to provide reasonable accommodations to facilitate your participation and ensure a fair and accessible interview experience. Your request and any information provided will be kept confidential and will not impact your candidacy. We look forward to hearing from you and accommodating your needs to the best of our ability.