Director, Pricing Operations

Arcwood Environmental, LLC•Indianapolis, IN

51d•Hybrid

About The Position

The Director, Pricing Operations is a hands-on owner of pricing and CPQ capabilities. This role is accountable for implementing, operating, and continuously improving pricing infrastructure, tools, and processes to ensure pricing decisions are accurate, scalable, and executable in the field. This role partners closely with Sales, Customer Experience, and Operations to support pricing effectiveness. Success is defined by the quality, adoption, and performance of pricing and CPQ systems—and by how effectively those systems enable Sales to sell profitably. This is a senior individual contributor role with high visibility and deep ownership of pricing execution, systems, and enablement.

Requirements

Bachelor’s degree in business, finance, economics, data analytics or related field (required)
7+ years of experience in pricing operations, revenue operations, commercial finance or related field (required)
Demonstrated ownership of pricing and/or CPQ system implementation and ongoing administration (required)
Experience translating pricing policies into system logic, workflows, and governance models (required)

Nice To Haves

Salesforce CPQ experience (preferred)

Responsibilities

Owns the end-to-end pricing and CPQ operating model, including system configuration, governance, enhancements, and ongoing performance
Translates approved pricing strategies, policies, and guardrails into executable pricing and CPQ logic, workflows, approval paths, and controls
Leads the build, rollout, and optimization of pricing and CPQ software solutions in partnership with IT and Sales Operations
Ensures pricing data integrity, system accuracy, and compliance with pricing policies across all quoting activity
Serves as the primary business owner and subject matter expert for pricing and CPQ tools
Partners closely with Sales and commercial teams as the pricing operations expert, ensuring pricing tools and guidance support real-world selling motions
Coaches commercial teams on how pricing works in the system, why it works that way, and how to use it effectively in customer conversations
Supports complex or high-impact deals by advising on pricing structure, trade-offs, and system-supported options to enable better decision-making
Gathers feedback from commercial partners on pricing usability, system friction, and discount behavior, and converts insights into operational improvements
Leads change management efforts for new pricing policies, system enhancements, and CPQ capabilities
Develops playbooks, training, and documentation focused on practical adoption—not just policy awareness
Monitors pricing and CPQ usage, identifies workarounds or resistance, and proactively addresses root causes
Treats system adoption and behavior change as core operational KPIs
Uses analytics and reporting to monitor pricing performance, discount behavior, and system effectiveness
Builds and maintains pricing models and simulations to assess revenue, margin, and behavioral impact prior to implementation
Ensures pricing execution aligns with margin targets, forecasting needs, and financial controls
Produces dashboards and reporting that connects pricing operations to commercial outcomes (e.g., price realization, win rates, deal velocity)
Takes on additional duties as assigned to support the team and organization