Director, Pricing and Deal Operations

UserTesting

1d • Hybrid

About The Position

At UserTesting, we help organizations make customer-first decisions with confidence. As our Director of Strategic Pricing and Deal Operations, you’ll play a critical role in strengthening how we monetize our platform and scale commercial excellence globally. This role leads our global pricing strategy and Deal Desk function—bringing clarity, consistency, and governance to how we price, structure, and approve deals across all customer segments. You’ll balance growth acceleration with long-term profitability, ensuring we maintain commercial discipline while enabling Sales to move quickly and competitively. Reporting into senior revenue leadership, you’ll lead a team of six (five Deal Desk professionals and one Pricing lead) and partner closely with Sales, Product, Revenue Operations, Finance, and Legal. Your work will directly influence margin health, forecast accuracy, and sustainable revenue growth.

Requirements

• 10+ years of experience in pricing, Deal Desk, revenue operations, or commercial finance, including leadership experience
• Proven success building or scaling a global Deal Desk or pricing function in a high-growth SaaS environment
• Deep understanding of SaaS pricing models, ARR constructs, discount strategy, and margin management
• Strong analytical capabilities with experience in pricing analytics, modeling, and executive-level reporting
• Demonstrated ability to influence senior stakeholders across Sales, Product, Finance, and Legal
• Experience working with CRM and CPQ systems to operationalize pricing governance

Responsibilities

• Define and evolve UserTesting’s global pricing and packaging strategy across products and customer segments
• Establish clear pricing architecture, discount guidelines, approval thresholds, and governance frameworks
• Lead complex and strategic deal structuring while providing escalation support for high-value transactions
• Scale and develop a high-performing Deal Desk team, driving both efficiency and commercial rigor
• Partner with Product on monetization strategy for new launches and packaging evolution
• Identify and address discount leakage and margin erosion to improve realized pricing performance
• Operationalize pricing frameworks within CRM and CPQ systems, including dashboards and reporting to improve visibility and forecasting accuracy

What This Job Offers

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