Director, Pricing

Jeppesen ForeFlight Careers•Austin, TX

9d•$175,000 - $205,000

About The Position

The Director of Pricing owns the company’s pricing strategy and the structure that supports it. This includes packaging, metric design, SKU architecture, list prices, partner pricing, and promotions. The Director translates product value and market needs into a pricing system used for new sales, expansions, and renewals. This role leads the pricing team and brings pricing and packaging proposals to the Pricing Committee for discussion and approval. The Director works with product management, sales, customer success, finance, revenue operations, IT, and marketing to ensure pricing decisions are well grounded and implemented correctly. The role reports to the Chief Product Officer or the Transformation Leader. The Director has direct reports from the start, with the team expanding as the pricing function grows. The Director also serves as an advisor to sales and the Pricing Committee on strategic deals and may assist in explaining pricing strategy to key customers.

Requirements

10 or more years of pricing, revenue management, or related experience in SaaS
Experience owning pricing strategy, packaging, list pricing, promotions, and discount frameworks
Proven people manager with experience leading a pricing team with direct reports
Proven ability to build and interpret financial models, conduct pricing analysis, and use tools such as Excel, BI platforms, and pricing or revenue management systems to develop and support recommendations
Extensive experience working with CPQ, billing, CRM, and quote to cash systems and understanding how pricing is implemented within them
Able to lead cross-functional work and present recommendations to executive groups
Able to support strategic deals as an advisor to sales and customer success
Comfortable engaging with customers when needed, including explaining pricing strategy, supporting strategic conversations, and conducting closed-lost or pricing-related interviews to gather insight

Nice To Haves

Master’s degree in marketing, economics, business, or related field strongly preferred
Ability to travel about 10%
Pilot or aviation enthusiast

Responsibilities

Lead development of pricing strategy, packaging, metric definitions, SKU structure, list prices, partner pricing, and promotions, bringing proposals to the Pricing Committee for approval
Build and lead the pricing team, shape the team as the pricing function evolves
Lead the Pricing Committee process and ensure decisions are carried through
Own pricing architecture for new business, expansions, and renewals across all segments and channels
Define pricing metrics for each product and ensure they can be measured in the product and fully supported within the quote to cash system
Create and maintain rate cards and pricing tools used by sales, customer success, partners, and operations
Develop discount and promotion policies, track how they are used, and provide the Pricing Committee with insights and recommendations
Maintain partner and reseller pricing
Align partner programs with product strategy and commercial policies
Advise sales and customer success on strategic deals, ensuring pricing principles are followed
Work with product management on packaging decisions and value positioning to tie pricing to the benefits customers receive.
Partner with finance, revenue operations, and IT as an advisor to implement pricing in quote to cash systems
Ensure SKUs, pricing rules, and workflows remain accurate and current
Monitor price realization, margin performance, discount trends, and deal patterns
Conduct post-deal reviews to identify improvements
Gather and analyze data for pricing proposals, including financial models, segmentation work, and competitive research
Maintain pricing documentation and field guidance, Make sure sales and customer success teams understand pricing changes and how to apply them.
Build strong relationships with sales, customer success, product, finance, revenue operations, IT, and marketing