Pricing Manager

Industry: Information Technology

Location: Palo Alto, CA

Client Overview

This company is a well established, publicly traded data protection and cyber resilience software provider serving major enterprise and government customers. It has scaled quickly since its public debut and operates a modern Product Operations organization supporting how the business quotes, prices, and sells its platform.

Top 3 Skills

• Configure Price Quote systems and quote to cash process design
• Revenue operations, deal desk, or commercial operations policy management
• Cross functional facilitation and stakeholder alignment across Sales, Finance, and Product

What You'll Do

• Review current quoting policies, rules, and guardrails including discount floors, uplifts, approval thresholds, packaging, deal structuring, and exception rules
• Identify where existing policies and rules slow deals down or create workarounds
• Gather input and pain points from Sales, Deal Desk, Finance, Renewals, and Product to understand where quoting breaks down
• Prioritize the highest friction policies and rules for change based on impact and effort
• Facilitate cross functional discussions to challenge, refine, and align on quoting policies and rules
• Broker trade offs between speed, control, and commercial risk, bringing business judgment to land decisions rather than just document them
• Secure sign off from the right stakeholders and owners so changes actually stick
• Convert aligned policy decisions into clear, actionable requirements for quoting system changes
• Partner with configuration and technical teams to scope, sequence, and hand off changes for implementation
• Define how each change will be measured so its impact on friction and cycle time is visible

What We Need From You

• 8 or more years in sales operations, revenue operations, deal desk, quote to cash, or commercial operations, including hands on ownership of quoting policy and process change
• A track record of reviewing quoting or pricing policies, driving cross functional alignment on rule changes, and turning decisions into system requirements
• Strong business and commercial judgment with deep comfort in discounting, approvals, packaging, and deal structuring trade offs
• Excellent facilitation and stakeholder management skills, able to run alignment conversations across departments and influence without direct authority
• Working familiarity with Configure Price Quote platforms, enough to translate policy decisions into credible system requirements

Preferred/Bonus

• Experience with Salesforce CPQ specifically
• Experience at a high growth B2B SaaS or enterprise software company
• Experience standing up or scaling a Deal Desk or quoting function
• Exposure to new product introduction and how new products enter the quoting flow