Vice President, Pricing and Product Operations

Role Description

Acumatica is seeking a Vice President, Pricing & Product Operations to serve as the company's senior-most commercial and operational leader within the Product organization. This is an executive role with enterprise-wide scope: you will set the strategic direction for how Acumatica prices, packages, and commercializes its platform across all segments, verticals, and geographies—and you will build the organizational infrastructure to execute that strategy with precision and speed.

As VP, you will own the outcomes, not just the analysis. You will lead a team of pricing strategists, analysts, and operations professionals. You will be the primary pricing voice to the CPO, CEO, CFO, and Vista Value Creation team. You will make the calls that determine how AI monetization evolves, when and how price increases are executed, how the partner channel economics are structured, and whether Acumatica's commercial model becomes a durable competitive moat or a source of leakage. This role is a direct driver of NRR improvement, ARR growth, and enterprise valuation.

What you will own:

• Product Operations — Build the Engine That Runs the CPO Org
  • Own the full operating system of the CPO organization: strategic planning cycles, OKR design and accountability, executive and board-level reporting, and cross-functional governance cadences.
  • Build and lead the product operations function from the ground up—hiring, structuring, and developing a team capable of scaling with the business through 2030.
  • Define and own the commercial data infrastructure: the KPI frameworks, dashboards, and analytics pipelines that connect product decisions to financial outcomes (ARR, NRR, CTV utilization, module attach rates, tier migration, AI adoption).
  • Establish release governance and pricing launch protocols: ensure every product release, AI feature, or packaging change ships with a commercial model, partner enablement, and revenue impact projection.
  • Drive deal desk strategy and escalation governance: set discount guardrails, approval authority matrices, and partner margin policies that protect ASP at scale while enabling sales velocity.
  • Serve as the operational right hand to the CPO—translating strategic intent into structured execution plans, eliminating organizational friction, and ensuring the product leadership team operates at its highest level.
• Pricing Strategy & Execution — Own the Commercial Architecture
  • Set the long-term vision and annual roadmap for Acumatica's pricing architecture—CTV consumption tiers, edition structure, module and add-on economics, and channel pricing—aligned to Vista value creation milestones.
  • Lead AI monetization strategy and execution end-to-end: design the commercial model for AI features as they advance through the Vista VCT arc (Initial Value Definition → Beta → Wide Release → Transformative Monetization), ensuring pricing is locked before GA to protect against one-way-door revenue loss.
  • Commission and lead enterprise willingness-to-pay (WTP) research programs—customer interviews, conjoint studies, quantitative surveys by segment and vertical—and translate findings into executable, board-ready pricing strategies.
  • Own the annual price increase program: design, model, stress-test, communicate, and execute price actions targeting NRR improvement from current levels toward best-in-class SaaS benchmarks (113–120%+), with defensible WTP grounding.
  • Define the commercial architecture for embedded Payments and fintech adjacencies: interchange margin structure, tiered transaction economics, and competitive positioning relative to NetSuite and Sage.
  • Build and own Acumatica's pricing intelligence capability: elasticity models, NRR cohort analysis, win/loss pricing analytics, competitive price benchmarking, and module expansion opportunity sizing.
  • Govern discounting policy, partner margin frameworks, and promotional architecture—standardizing contracts, reducing over-customization, and ensuring commercial discipline without sacrificing partner relationships.
  • Represent pricing at the executive table: present recommendations to the CPO, CEO, CFO, and Vista partners with the analytical rigor and executive presence required at the board level.
• Product Strategy — Shape the Commercial Future of the Platform
  • Partner with the CPO to define Acumatica's multi-year commercial product strategy: packaging evolution, land-and-expand motion design by segment and vertical, Marketplace monetization, and build/buy/partner commercial frameworks.
  • Lead packaging architecture initiatives—design entry-level offerings that lower SMB acquisition friction, simplify the edition structure to eliminate margin erosion from over-configuration, and engineer expansion triggers that drive natural upsell.
  • Own the competitive intelligence function for commercial strategy: continuously monitor and model the pricing, packaging, and AI monetization strategies of NetSuite, Microsoft Dynamics 365, Sage Intacct, SAP, Epicor, and IFS—translating competitive dynamics into strategic positioning recommendations.
  • Embed a commercial lens into product roadmap prioritization: quantify revenue impact of roadmap investments, identify features with highest WTP, and surface monetization gaps before products reach GA.
  • Define and evolve the Marketplace commercial strategy—ISV economics, FbA (Fulfilled by Acumatica) pricing, channel incentive structures—turning the Marketplace from a feature into a revenue line.
  • Engage the Vista Value Creation team as a strategic partner: contribute to Vista portfolio benchmarking, participate in cross-portco pricing working groups, and leverage Vista resources (VCT frameworks, Bain relationships, peer benchmarks) to accelerate Acumatica's commercial evolution.
  • Serve as a visible external voice for Acumatica's commercial strategy—engaging CABs, industry analysts, partner advisory boards, and key customer conversations to validate direction and reinforce competitive positioning.

Team You'll Build & Lead

This VP owns a growing function. The initial team charter includes:

• Pricing Strategy & Analytics — Senior analysts and managers responsible for WTP research, pricing models, NRR analytics, and competitive benchmarking.
• Product Operations — Ops leads responsible for planning cycles, KPI infrastructure, release governance, and deal desk operations.
• AI & Emerging Monetization — A dedicated resource (or embedded capacity) focused on AI feature pricing, VCT arc tracking, and usage telemetry analysis.

The VP is expected to recruit, develop, and retain top-tier talent; define clear roles and accountability; and build a team culture grounded in data rigor, commercial discipline, and customer empathy.

Qualifications

• 15+ years of progressive experience in pricing strategy, product management, strategy consulting, or revenue operations, with at least 5 years in a senior leadership role (Director level or above) at a B2B SaaS or cloud software company.
• Demonstrated track record of building and leading pricing or commercial strategy functions that produced measurable outcomes: NRR improvement, ARR acceleration, competitive win rate gains, or valuation multiple expansion.
• Experience operating at the executive level: presenting to C-suite, boards, and PE sponsors; influencing without authority across Sales, Finance, Product, and Marketing; and making high-stakes commercial decisions under ambiguity.
• Deep expertise in SaaS commercial architecture: consumption-based pricing, usage-based models, packaging design, channel economics, and AI/outcome-based monetization.
• Strong command of quantitative pricing methods—conjoint analysis, WTP studies, price elasticity modeling—and the ability to translate research into executable, boardroom-ready strategy.
• Experience hiring, structuring, and developing high-performing teams; a track record of attracting strong talent and building functions from early-stage to institutional quality.
• Familiarity with PE-backed, high-growth software environments and the Value Creation agenda framework (Vista, Thoma Bravo, or equivalent) is a meaningful plus.
• ERP, mid-market software, or VAR/channel-led GTM experience is a strong differentiator. AI monetization or embedded fintech experience is highly valued.

Benefits

• Competitive executive compensation including base salary, performance bonus, and equity participation, with a flexible remote-first work environment.
• Healthcare benefits (medical, dental and vision insurance for you and your dependents).
• Employer paid Short-Term/Long-Term Disability and Basic life coverage.
• 401(k) plan with company match.
• Flexible time off, sick and safe leave.