Director, Pricing

Director, Pricing

The Director, Pricing leads commercial pricing, deal structuring, and contract negotiation support for Capital Markets solutions across new logos and renewals. The role sets portfolio pricing strategy and governance, partners with Sales, Product, Finance, Legal, and Delivery to improve win rate while protecting margin and revenue quality, and leads a team focused on faster, more consistent decisioning. Success requires strong SaaS/term licensing and services pricing fundamentals, working knowledge of revenue recognition, and the ability to translate market and competitive dynamics into practical pricing frameworks.

Job Responsibilities

• Support Sales end-to-end from RFP/pricing request through contracting and signature; align stakeholders, communicate approach/status, and drive timely approvals.
• Partner with Solution Management to set pricing guardrails/offers, drive adherence through governance, and review outliers to identify optimization opportunities.
• Evolve portfolio pricing strategy (software, services, hosting/managed services); define standards, guardrails, and clear exception paths.
• Adapt global frameworks to regional market/competitive dynamics while maintaining financial discipline.
• Guide commercial structures that balance growth, margin, and revenue recognition; ensure terms support compliant revenue outcomes.
• Lead complex commercial negotiations with Sales and Legal, grounded in data and market intelligence.
• Review and approve contract commercial terms within authority (price, indexation, payment terms, ramps, termination, SLAs/credits).
• Present recommendations, risks, and trade-offs to leadership; drive timely decisions on exceptions and investments.
• Use portfolio insights (win/loss, discounting, competitive pressure) to recommend packaging, pricing, and investment actions.
• Set pricing execution standards (documentation/auditability) and coach stakeholders to reduce non-standard terms and speed approvals.
• Partner cross-functionally (Sales, Product, Finance, Legal, Services, Delivery) to align commercial strategy, cost-to-serve, and scalable offers.
• Lead and develop the pricing team; set priorities and ensure consistent service levels and decisioning.
• Own the Sales/Renewal interlock rhythm for the portfolio; highlight pipeline/renewal risks and actions to hit bookings and retention targets.
• Help steer process improvements (with the execution excellence function) to improve cycle time, clarity of roles, intake/SLAs, and escalations.
• Scale standardization/automation to enable appropriate sales self-service; track adoption and outcomes.
• Maintain deal comps and pricing benchmarks to speed decisioning and improve consistency.
• Implement deal scorecards and structured decision summaries to standardize risk/return evaluation.
• Run a reporting/insights loop (mix, discounting, exceptions, margin/revenue quality) to prioritize and measure improvements.
• Own OKRs/KPIs (deal velocity, throughput, SLA adherence) and drive actions to improve performance.
• Track deal iterations and rework; partner with Sales/Solution Management to improve first-pass quality.
• Manage capacity (deals per FTE, aging, workload balance) and adjust delegation and prioritization.
• Report outcomes (discounting vs. guardrails, exceptions, margin/revenue quality) with regular KPI readouts and actions.

Required Skills

• 10+ years in pricing, deal strategy, commercial finance, strategy/consulting, or revenue ops (fintech/financial services tech preferred).
• Bachelor's degree in Finance, Economics, Business, Analytics, or related field.
• Demonstrated people leadership and/or ability to lead through influence in a matrix.
• Strong analytics/financial modeling; able to evaluate unit economics, margin/cash, and revenue quality trade-offs.
• Strong business judgment and executive presence; able to influence senior stakeholders.
• Comfort with ambiguity; able to prioritize across pipeline, renewals, and strategic initiatives.
• Strong grasp of enterprise deal structures and contracting concepts (discounts, ramps, indexation, payment terms, renewals, termination, services).
• Track record improving pricing governance, standardization, and processes to increase speed and consistency.
• Clear written/verbal communication; able to translate analysis into concise recommendations.
• Collaborative leadership style with strong customer/sales partnership mindset.
• Strong stakeholder management across global, cross-functional partners.
• Ability to manage a high volume of deals while maintaining quality and timelines.
• Advanced Excel; comfort with BI/reporting tools (Power BI/Tableau) and CRM data a plus.
• High integrity with disciplined, well-documented decision making.

Preferred Skills

• Pricing experience in capital markets/fintech solutions (e.g., post-trade, data, risk, treasury, payments).
• MBA or other advanced degree.
• Experience building pricing operating models (intake, SLAs, delegation of authority) and scaling execution with Deal Desk/Commercial Ops.