Director of Pricing Operations

Wood Mackenzie • Boston, MA

5d • Hybrid

About The Position

The Director of Pricing Operations is responsible for operationalizing Wood Mackenzie's pricing and commercial policies across systems, processes, and go-to-market workflows. This role serves as the collaborative bridge between Pricing, Sales, Finance, Revenue Operations, Product, Legal, and Deal Desk to ensure pricing decisions are executed consistently, compliantly, and efficiently. The role facilitates pricing governance, approval frameworks, deal support processes, pricing system administration, workflow automation, reporting, and controls. Success is measured by execution excellence, policy adherence, sales productivity, deal cycle efficiency, and operational scalability. This role partners closely with the existing Pricing function and other commercial stakeholders to operationalize approved pricing strategies and commercial policies.

Requirements

• Demonstrable experience in pricing operations, deal desk, revenue operations, or commercial operations roles.
• Proven people leadership and development experience (directing professional staff).
• Experience administering CPQ, CRM, or billing systems in a B2B corporate environment.
• Exceptional background in process design, governance, and internal controls; process-excellence methodology (e.g., Lean/Six Sigma) is a plus.
• Experience building and scaling cross-functional approval and escalation frameworks.
• Advanced proficiency in Salesforce, Excel, and BI/reporting tools.
• Collaborative stakeholder management background across Sales, Finance, Legal, and Product functions.
• Role model strong integrity and sets an example of WoodMac’s values and behaviours.

Nice To Haves

• process-excellence methodology (e.g., Lean/Six Sigma)

Responsibilities

• Lead the operational execution of pricing policies and commercial guidelines.
• Establish and maintain the governance framework, thresholds, and workflow through which pricing approvals and exceptions are reviewed.
• Ensure pricing decisions and policies are consistently executed across all regions, products, and sales channels.
• Lead pricing controls, auditability, and compliance with internal approval requirements.
• Drive continuous improvement of pricing governance processes.
• Lead the operational administration and coordination of the Deal Desk function.
• Design and coordinate approval matrices, delegation of authority frameworks, and escalation paths, consistent with the existing Delegation of Authority Matrix.
• Oversee non-standard deal review and exception management workflows.
• Partner with Sales, Finance, Legal, and Revenue Operations to accelerate deal execution while maintaining policy compliance.
• Act as the primary coordination point for approvals that fall outside standard policy thresholds, routing them to the appropriate pricing, finance, or sales leadership for decision.
• Lead pricing-related systems, tools, and platforms supporting quote-to-cash processes.
• Partner with Revenue Operations and IT to implement pricing changes in CPQ, CRM, ERP, billing, and related systems.
• Ensure pricing data integrity across all commercial systems.
• Define system requirements, enhancements, and automation opportunities.
• Lead testing, deployment, and change management for pricing-related system updates.
• Design and optimize end-to-end pricing and commercial workflows and systems (pricing methodology and price-setting itself remain with Pricing).
• Standardize processes across geographies.
• Identify bottlenecks and implement automation to improve efficiency and scalability.
• Develop operating procedures, documentation, and controls.
• Lead cross-functional initiatives that improve quote accuracy, approval turnaround times, and commercial execution.
• Develop operational reporting and dashboards related to pricing governance and commercial performance.
• Monitor approval volumes, exception rates, turnaround times, policy compliance, and workflow effectiveness.
• Provide visibility into pricing operations KPIs and trends.
• Deliver insights that help leadership improve commercial execution and decision-making.
• Act as the primary operational partner to Revenue Operations, Sales, Finance, Product, and Legal.
• Translate strategic pricing decisions into executable operational requirements.
• Lead cross-functional governance forums and stakeholder alignment activities.
• Ensure organizational readiness for pricing changes, product launches, and commercial initiatives.
• Attract, develop, and retain high-performing talent aligned with business priorities, fostering an inclusive and engaged team culture.
• Partner with Talent Acquisition and other stakeholders to identify skill gaps, recruit effectively, and ensure diverse and high-quality hiring decisions.
• Onboard new hires effectively, embedding Wood Mackenzie’s purpose, strategy, and culture from day one.
• Drive performance through clear goal setting, regular feedback, coaching, and structured career development conversations.
• Encourage ownership of Personal Development Plans (PDPs) and support continuous growth and career progression.
• Conduct regular performance and talent reviews, addressing underperformance proactively while recognising and rewarding achievement.
• Ensure effective communication, collaboration, and compliance across all team operations, including utilisation, policies, and engagement initiatives.

Benefits

• We are a hybrid working company and the successful applicant will be expected to be physically present in the office at least 2 days per week to foster and contribute to a collaborative environment, but this may be subject to change in the future.
• Due to the global nature of the team, a degree of flexible working will be required to accommodate different time zones.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed