Director of Pricing Strategy | B2B SaaS & EdTech | Hybrid |Reston, VA

This job is with Ellucian, an inclusive employer and a member of myGwork – the largest global platform for the LGBTQ+ business community. Please do not contact the recruiter directly. About Ellucian

Ellucian powers innovation for higher education, partnering with approximately 3,000 customers across 50 countries, serving more than 21 million students. Ellucian's AI-powered platform, trained on the richest dataset available in higher education, drives efficiency, personalized experiences, and strengthened engagement for all students, faculty and staff. Fueled by decades of experience with a singular focus on the unique needs of learning institutions, the Ellucian platform features best-in-class SaaS capabilities and delivers insights needed now and into the future. These solutions and services span the entire student lifecycle, including data-rich tools for student recruitment, enrollment, and retention to workforce analytics, fundraising, and alumni engagement. Ellucian's innovative solutions, vast ecosystem of partners and user community of more than 45,000 provides best practices leading to greater institutional success and achieving better student outcomes.

As  Director of Pricing Strategy , you will own creating and executing Ellucian's pricing and packaging strategy for the company's global portfolio of product and service offerings. You will partner cross-functionally to understand customer needs and market dynamics and will use data-driven research to craft a cohesive monetization strategy. This is a high visibility role requiring significant interaction with the field, cross functional teams, and executive leadership. This role will report to the Senior Director of Corporate Strategy.

Where you will make an impact

• Create and own the pricing roadmap, and evolve the roadmap based on emerging business needs and stakeholder feedback.
• Collaborate extensively with sales, finance, revenue operations, strategy, product and R&D, and services on developing and implementing competitive pricing strategies and discount guidance.
• Manage and drive major initiatives inclusive of customer willingness-to-pay research, pricing for new products, localized price lists across geographies, and thoughtful price changes for existing offerings.
• Analyze sales trends and drivers of win/loss rates, churn/renewal rates, and incentives/promotions effectiveness to improve sales effectiveness and increase revenue through optimized pricing/bundling.
• Develop pricing to drive growth and expansion of market share when appropriate in certain markets, while pushing for bottom-line growth and margin expansion in other markets.
• Leverage strong relationships across the executive team and business unit leadership to improve speed and impact of pricing decisions that will drive margin.
• Grow and lead a high-performing team that will support your pricing & packaging strategy. Instill a culture that emphasizes speed, credibility, and innovation across the company. 

What will you bring

• Independent, self-starter who is resourceful and assertive. Business ownership, outcomes-oriented mentality
• Direct experience in a B2B pricing role, with experience in SaaS, enterprise software highly preferred
• Experience developing business analytics and reporting, business cases, or related statistical analysis desirable.
• Accounting and finance background or similar experience preferred.
• Expertise using Microsoft Excel to aggregate disparate data sources, develop models, perform what-if analyses, and communicate key results. Comfort with large data sets required
• Experience with Salesforce and Configure, Price, Quote (CPQ) technologies a plus
• Demonstrated experience in contributing to meaningful business analysis and proving associated impact
• Strong verbal and written communication skills, ability to adapt style based on audience
• Strong organizational skills with ability to manage multiple tasks and priorities
• Strong management and leadership skills

• Comprehensive health coverage: medical, dental, and vision 
• Flexible time off 
• Thrive Flex Lifestyle Account (LSA) that allows you to contribute towards your health, financial or learning interests
• 401k w/ match & BrightPlan - to help you save for the future
• Parental Leave
• 5 charitable days to support the community that supports us
• Telemedicine
• Wellness
  • Headspace Care (mental health)
  • Wellbeats (virtual fitness classes)
• RethinkCare & Wellthy- caregiver support
• Diversity and inclusion programs which provide access to internal employee resource groups 
• Employee referral bonuses to encourage the addition of great new people to the team
• We Foster a learning culture with:
  • Education Assistance Program 
  • Professional development opportunities
  • LinkedIn Learning 

#LI-JG1

#LI-Hybrid