Director, Pricing Strategy

Cox Enterprises•Atlanta, GA

1d•Hybrid

About The Position

A critical role on the Cox Automotive Pricing Strategy team within the Sales Business Office, the Director of Pricing Strategy develops pricing, packaging, and monetization strategy for the Consumer Solutions portfolio. This portfolio is anchored in Autotrader and Kelley Blue Book listings, with accountability extending to Dealer.com (DDC) and KBB Instant Cash Offer (ICO). Operating at the intersection of commercial strategy, product economics, and competitive positioning, this leader develops and refines pricing architectures that are both strategically sound and operationally executable. Working in close partnership with leaders across Operations, Finance, Sales, and Product, the Director navigates market realities, technical constraints, and process limitations to translate pricing thought leadership into revenue and EBITDA outcomes. This role serves as a trusted commercial advisor to Business Unit GMs and VP/SVP-level leaders and is a people leader over a team of two.

Requirements

Bachelor’s degree in related discipline and 10 years’ experience in pricing strategy, commercial strategy, revenue management, management consulting, or a related analytical discipline.
The right candidate could also have a different combination, such as a master’s degree and 8 years’ experience; a Ph.D. and 5 years of experience; or 14 years’ experience in a related field.
5+ years’ experience in management or leadership role.
Hands-on experience developing advanced pricing models, business cases, and proofs of concept to support pricing strategy decisions.
Demonstrated experience developing pricing strategies for new products and services—including experience with SaaS, marketplace, or platform monetization models.
Proven ability to influence VP/SVP-level executives with data-grounded recommendations and strategic framing.
Ability to lead parallel workstreams across multiple business units while maintaining analytical rigor and meeting deadlines.
Experience working collaboratively across product, sales, finance, and operations functions within complex, matrixed organizational structures.
Proven ability to work effectively within complex decision-making and organizational structures.
Demonstrated ability to manage, coach, and develop high-performing individuals with analytical and/or pricing skillsets.
Strong proficiency in AI tools like Copilot, Claude, Grok, ChatGPT to accelerate contributions and scale deliverables.

Nice To Haves

Degree in Business, Finance, Economics or Data Science.
MBA strongly preferred.
Experience in automotive retail technology, dealer solutions, or marketplace businesses preferred.
Familiarity with competitive pricing intelligence methods and tools preferred.
Experience with CPQ systems, billing platforms, and the operational mechanics of price execution preferred.
Exposure to AI/ML product monetization, usage-based pricing, or outcome-based pricing models preferred.
Background in management consulting with pricing or commercial strategy focus preferred.

Responsibilities

Own end-to-end monetization and commercial strategy for the Consumer Solutions portfolio: Autotrader/KBB listings, Dealer.com website products, and KBB Instant Cash Offer.
Develop and maintain pricing architectures – including rate cards, tier structures, discount frameworks, promotion strategies and rebate approaches – that align to each BU’s go-to-market strategy and market position.
Drive new product monetization for AI-native capabilities, outcome-based pricing models, and emerging product categories as they enter the portfolio.
Lead pricing analytics, scenario modeling, and market testing to validate pricing hypotheses before full-scale implementation.
Maintain deep fluency in competitive pricing dynamics across the dealer technology ecosystem – including marketplace competitors, website platform competitors and emerging AI/CDP vendors.
Translate competitive intelligence into actionable pricing responses; counter-positioning strategies, value-based re-pricing and defensive packaging adjustments as required.
Monitor and interpret OEM program pricing structures and co-op frameworks as they affect Consumer Solutions monetization.
Contribute to enterprise-level commercial strategy initiatives – including cross-BU bundling, ecosystem discount architectures, and “Better Together” packaging constructs in partnership with the broader Pricing Strategy team.
Serve as trusted advisor to VP and SVP-level business unit leaders, developing relationships that position pricing as a strategic capability rather than back-office function.
Drive pricing discussions in executive forums – business reviews, SteerCos, and strategic planning sessions – with data-grounded recommendations and clear ROI/trade-off frameworks.
Proactively surface pricing risks and opportunities to leadership including margin erosion trends, competitive pricing pressure, and monetization gaps in the product portfolio.
Partner with Sales, SBO, Finance, and Product to develop executable pricing strategies aligned to the Solution Group’s GTM strategy.
Build and develop a high-performing pricing team spanning the Consumer Solutions portfolio.
Provide direction, coaching, and professional development for direct reports – cultivating pricing talent and analytical capabilities within the organization.
Maintain peer relationships across the business to facilitate effective knowledge sharing and avoid duplication of effort.

Benefits

A competitive salary and top-notch bonus/incentive plans.
Exceptional work-life balance, flexible time-off policies and accommodating work schedules.
Comprehensive healthcare, with multiple options for individuals and families.
Generous 401(k) retirement plans with company match.
Professional development and continuing education opportunities.
Inclusive parental leave policies, plus comprehensive fertility coverage and adoption assistance.
Extra perks like pet insurance, employee discounts and much more.
The flexibility to take as much vacation with pay as they deem consistent with their duties, the company’s needs, and its obligations.
Seven paid holidays throughout the calendar year.
Up to 160 hours of paid wellness annually for their own wellness or that of family members.
Additional paid time off in the form of bereavement leave, time off to vote, jury duty leave, volunteer time off, military leave, and parental leave.
Health care insurance (medical, dental, vision).
Retirement planning (401(k)).
Paid days off (sick leave, parental leave, flexible vacation/wellness days, and/or PTO).