Principal Pricing Manager

Principal Pricing Manager

HHAeXchange is the leading technology platform for home and community-based care. Founded in 2008, HHAeXchange was born out of an idea to create a fully comprehensive end-to-end homecare solution to help people who are aging or have disabilities thrive in their homes and communities. Our employees are passionate about transforming the healthcare space by building the only homecare ecosystem that fully connects patients, personal care providers, managed care organizations, and states.

We are seeking a Principal Pricing Manager to own and lead pricing strategy across HHAeXchange's SaaS solutions. This high-impact, senior individual contributor role sits at the intersection of Product, Finance, Sales, and Analytics.

You will serve as the company's pricing authority, designing and operationalizing usage-based pricing models, building governance frameworks, advising on complex enterprise deals, and translating data-driven insights into strategies that accelerate revenue growth, improve win rates, and maximize customer lifetime value. This role requires both strategic vision and tactical execution. You must be equally comfortable presenting pricing strategy to the C-suite and creating insightful analysis to inform strategy recommendations and/or dashboards to generate real-time visibility.

Candidates residing in EST or CST time zone strongly preferred. Washington DC or NYC-based candidates are ideal

To perform this job successfully, an individual must be able to perform each essential job duty satisfactorily with or without reasonable accommodation. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Essential Job Duties

• Pricing Strategy & Monetization
• Own end-to-end pricing strategy across HHAeXchange's health tech SaaS portfolio, including new product launches, renewals, and expansions.
• Design, implement, and optimize usage-based pricing models aligned to customer value and revenue realization particularly focused on AI enabled products
• Develop scalable pricing frameworks balancing packaging considerations from Product or Marketing, tiering, bundling, and add-on monetization.
• Conduct competitive pricing analysis and market benchmarking to inform strategic positioning.
• Translate product roadmap developments into monetization strategies that drive adoption and expansion revenue.
• Analytics & Financial Modeling
• Build and maintain pricing analytics capabilities to evaluate deal performance, price realization, discount effectiveness, elasticity, and revenue leakage.
• Develop dashboards and reporting within Salesforce and complementary BI tools to enable data-informed pricing decisions.
• Analyze customer usage patterns, segmentation, and willingness-to-pay data to refine pricing architecture.
• Partner with Finance and FP&A to model pricing scenarios and assess impact on bookings, ARR, margins, and unit economics.
• Discount Governance & Deal Advisory
• Establish and enforce discounting guardrails, approval workflows, and escalation matrices that protect margins while enabling sales velocity.
• Lead pricing governance processes, including exception handling and pricing policy documentation.
• Serve as the senior pricing advisor on complex, high-value, and strategic enterprise deals and/or Payer business (States/MCOs) as part of RFPs
• Analyze discount trends across regions, segments, and sales teams to identify optimization opportunities.
• Systems & Operational Excellence
• Support Business Operations team in answering pricing-related Salesforce configuration, CPQ logic questions and design choices
• Optimize deal desk workflows and pricing approval processes.
• Ensure pricing structures are scalable, transparent, and audit-ready.
• Cross-Functional Leadership
• Act as the central pricing authority across Sales, Product, Marketing, Customer Success, and Finance.
• Support and recommend creation of value-based selling tools, ROI frameworks, and pricing collateral to support go-to-market effectiveness.
• Champion a culture of commercial discipline and pricing excellence across the organization.

Other Job Duties

• Other duties as assigned by supervisor or HHA exchange leader.

Travel Requirements

• Travel up to 10%, including overnight travel

Required Education, Experience, Certifications and Skills

• Bachelor's degree in Business, Finance, Economics, Analytics, or related field required; MBA or advanced degree preferred.
• 7+ years of experience in pricing strategy, revenue operations, or commercial strategy within HealthCare / SaaS environments.
• Demonstrated ownership of pricing strategy, preferably within a $50M+ ARR SaaS organization.
• Proven, hands-on experience designing and managing usage-based pricing models.
• Experience in a high-growth, PE-backed SaaS environment preferred.
• Experience in healthcare technology, particularly HCBS, Medicaid programs, payer-provider ecosystems, or revenue cycle management or homecare workforce management solutions strong plus
• Extensive Salesforce expertise, including pricing logic, reporting, and deal desk workflows.
• Experience and/or high curiosity to leverage and deploy AI-driven products and internal driven efficiencies
• Strong analytical and advanced financial modeling skills with the ability to translate complex data into executive-ready insights.
• Knowledge of electronic visit verification (EVV), claims processing, or homecare workforce management solutions strong plus
• Experience building and operationalizing discount governance frameworks and pricing policies.
• Track record of driving measurable commercial outcomes, including ARR growth, margin expansion, improved win rates, and increased deal velocity.
• Familiarity with pricing research methodologies such as conjoint analysis, Van Westendorp, or Gabor-Granger.
• Exceptional cross-functional collaboration and executive communication skills.
• Ability to operate independently as a senior individual contributor with strong ownership mentality.

The base salary range for this US-based, full-time, and exempt position is $150,000-175,000/yr, not including variable compensation. An employee's exact starting salary will be based on various factors including but not limited to experience, education, training, merit, location, and the ability to exemplify the HHAeXchange core values.

This is a benefits-eligible position. HHAeXchange offers competitive health plans, paid time-off, company paid holidays, 401K retirement program with a Company elected match, including other company sponsored programs.

HHAeXchange is an equal-opportunity employer. The Company offers employment opportunities to all applicants and employees without regard to race, color, religion, national origin, sex, sexual orientation, gender identity or expression, age, disability, medical condition, marital status, veteran status, citizenship, genetic information, hairstyles, or any other status protected by local or federal law.