Director, Commercial Pricing Governance

Doble Careers•Marlborough, MA

About The Position

The Director, Commercial Pricing Governance is responsible for establishing, governing, and continuously improving the company’s global pricing management processes. This role ensures consistent pricing methodologies, discount controls, approval workflows, price book management, system execution, and commercial governance across business units, product lines, services, and regions. Working closely with Product Management, Business Unit Leadership, Regional Commercial Teams, Finance, Commercial Operations, and Business Systems teams, the Director ensures pricing decisions are effectively implemented, communicated, monitored, and supported through scalable business processes and technology solutions.

Requirements

Experience leading cross-functional business processes across Commercial Operations, Business Systems, Finance, Sales Operations, Product Management, or Pricing Operations.
Experience with pricing governance, price book management, discount governance, approval workflows, CRM/ERP processes, Salesforce, CPQ, or quote-to-order business systems.
Strong ability to translate business policy into operational process, system requirements, communication plans, and measurable controls.
Strong executive communication skills with the ability to synthesize complex pricing process issues into clear recommendations, action plans, and status reporting.
Ability to work across global regions and balance global process consistency with regional commercial requirements.
Strong process discipline, data quality mindset, change management capability, and attention to documentation and auditability

Responsibilities

Own and manage the global pricing governance process across all business units, product lines, services, and regions.
Establish and maintain a structured annual pricing review cycle, ensuring all products and services are reviewed at least annually and more frequently when market conditions warrant.
Develop standardized pricing review methodologies, templates, documentation standards, and governance processes to ensure consistent application across business units.
Facilitate alignment between Product Management, Business Unit Leadership, Regional Commercial Teams, and Finance on pricing objectives, review cycles, decision inputs, and approval requirements.
Drive adherence to pricing governance standards while preserving appropriate regional flexibility for market realities, channel structures, local competitive dynamics, and currency considerations.
Monitor completion and effectiveness of pricing reviews, reporting status, risks, exceptions, and outcomes to executive leadership.
Own the lifecycle management of global price books across CRM, CPQ, ERP, ecommerce platforms, channel systems, and other commercial applications.
Ensure pricing information is accurate, complete, well-controlled, and synchronized across all applicable systems.
Establish and manage annual price book readiness activities, including staging, testing, validation, approvals, communication, and deployment of new pricing structures.
Maintain current-year and future-year pricing structures to support quoting readiness, business planning, customer-specific commitments, and annual price change execution.
Develop controls and governance processes to ensure pricing changes are implemented consistently, accurately, and with appropriate auditability.
Serve as the operational single source of truth for price list execution, price book status, pricing data readiness, and pricing change implementation progress.
Design, implement, and continuously improve global discount governance policies and procedures.
Develop regional discount frameworks, approval thresholds, delegation models, and escalation paths aligned with financial objectives and market realities.
Define and maintain approval rules based on discount percentage, margin impact, deal size, contract terms, strategic importance, and other business-approved criteria.
Partner with Commercial Leadership and Finance to establish approval authority matrices, discount guardrails, documentation requirements, and escalation standards.
Monitor approval cycle times, compliance with service level expectations, documentation quality, and overall approval effectiveness.
Develop and manage a discount process that incorporates regional requirements and includes documented approval workflows in Salesforce.
Develop and execute internal and external communication plans for pricing changes, discount policy changes, and price book activation milestones.
Coordinate pricing notifications to employees, distributors, partners, and customers as appropriate, ensuring timely and consistent messaging.
Manage pricing effective dates, activation schedules, transition rules, exception handling, and rollout plans for new pricing structures.
Ensure all pricing changes are documented, approved, communicated, and auditable.
Create training, guidance materials, and enablement content for commercial teams, channel teams, and regional stakeholders on pricing processes, discount rules, and approval expectations.
Establish intake, impact assessment, and change management processes for pricing changes originating from Product, Finance, Sales, Regional Leadership, or channel requirements.
Develop pricing and discount performance metrics, dashboards, and executive reporting.
Monitor pricing realization, discount trends, margin performance, approval activity, and compliance with governance policies.
Partner with Finance and Commercial Leadership to identify pricing improvement opportunities, leakage risks, and process or system controls needed to improve outcomes.
Analyze the effectiveness of pricing actions and provide recommendations for future pricing decisions.
Track outcomes to reinforce value-based selling, disciplined discounting, and improved visibility into pricing behavior across regions and channels.
Define governance and maintenance processes for customer-specific pricing agreements, contract pricing, and negotiated commercial arrangements.
Ensure contract pricing is accurately maintained and supported within CRM and ERP systems.
Establish controls for price exceptions, negotiated customer pricing, contract-specific pricing, and non-standard commercial terms requiring documentation or approval.
Manage channel discount frameworks and ensure consistent execution across regions.
Support commercial models for channel self-service quoting and future channel platform initiatives.
Define processes for channel price lists, reseller discount logic, regional discount differences, and future channel quoting models.
Partner with regional commercial leadership to ensure pricing governance supports local go-to-market needs while protecting global consistency and financial controls.
Partner with CRM, ERP, and digital platform teams to ensure systems support pricing governance requirements.
Define system requirements supporting price management, discount approvals, regional controls, contract pricing, channel pricing, quote configuration, and quote-to-order processes.
Improve pricing-related tooling, trackers, dashboards, workflows, access controls, and documentation standards to improve visibility, turnaround time, and governance compliance.