Head of Pricing

Crowe•Chicago, IL

About The Position

The Head of Pricing reports to the Chief Revenue and Transformation Officer and will lead Crowe’s firmwide pricing capability. This leader will help partners and business leaders price work based on value delivered, market dynamics, client needs, and delivery economics—not only bottom-up billable-hours buildups. The role will support Crowe’s Value Creation Plan (VCP) by building practical pricing processes, market insights, analytics, and tools that help business unit (BU), delivery unit (DU), partner, and seller teams price to win attractive work while protecting client trust and long-term relationships.

Requirements

10+ years of experience in pricing, revenue management, commercial strategy, deal desk / commercial operations, management consulting, or a related discipline, with meaningful experience leading pricing work in a business-to-business services environment.
Deep practical experience with value-based pricing in business-to-business services, ideally including professional services, consulting, advisory, financial services, software / technology-enabled services, or other complex relationship-led environments.
Track record building or materially improving pricing processes, governance, decision support, discount guidance, analytics, and tools that partner-led or relationship-led organizations actually use.
Strong analytical capabilities, including price waterfalls, sensitivity analysis, margin analysis, win/loss analysis, renewal cohorts, client profitability, discount analytics, and executive-ready insights.
Strong judgment on how to balance price realization, win rate, retention, client lifetime value, competitive dynamics, relationship strength, and long-term value.
Experience in a scaled, matrixed, multi-service or multi-product business-to-business environment; professional services, consulting, financial services, or private-equity-backed transformation experience is a plus.
Experience with CRM data, CPQ platforms, pricing analytics, workflow design, dashboards, data quality, governance, automation, and the practical use of AI, including how AI tool and token costs affect pricing where relevant.
Demonstrated ability to influence senior partners, client-facing leaders, Finance, IT, Marketing, Legal, RevOps, and executive stakeholders through practical advice, credibility, and clear communication.
Bachelor’s degree is required
Commercially pragmatic and partner-friendly, with the credibility to help senior client-facing leaders price to win without being overly academic or theoretical
Fact-based and highly analytical, with a bias toward using data to improve judgment rather than creating process for its own sake
Strong communicator who can turn complex pricing dynamics into simple guidance, talking points, and decisions that partners can use with clients
Client-centered and values-driven, balancing pricing ambition with trust, service quality, retention, and long-term relationships
Collaborative One Crowe leader who builds trust across business units, delivery units, and functions
Curious and current on market dynamics, competitive pricing trends, AI, automation, offshore delivery, and emerging pricing technologies
High-judgment prioritizer who knows when to create guardrails, when to preserve flexibility, and how to keep pricing processes fast and practical
Uphold Crowe’s values of Care, Trust, Courage, and Stewardship.
Act ethically and with integrity at all times.

Nice To Haves

Master of Business Administration (MBA) or advanced degree in finance, economics, analytics, business, or a related field preferred but not required.

Responsibilities

Build and scale Crowe’s pricing capability: Define the pricing function’s mandate, priorities, operating rhythm, decision support model, and ways of working in partnership with the Chief Revenue and Transformation Officer, partners, BU and DU leaders, Finance, Revenue Operations (RevOps), Marketing, Information Technology (IT), and client-facing teams.
Enable value-based pricing for new work: Develop practical tools, pricing ranges, decision aids, and training that help partners and client teams price to win new engagements based on value delivered, scope, risk, urgency, complexity, market alternatives, competitive dynamics, delivery model, and client lifetime value.
Support renewal and annuity pricing: Help partners prepare for renewal conversations with clear facts, value narratives, client history, market context, and options that balance price realization with retention, service quality, relationship strength, and long-term client profitability.
Create pricing analytics and key performance indicators: Develop dashboards and metrics that help leaders understand pricing performance, including true price realization, scope expansion, mix, discounting, win/loss, retention, renewal economics, and revenue and margin trends by client account. Where possible, separate volume growth, scope growth, mix, and price growth so leaders can see what is driving results.
Coordinate practical pricing guardrails and guidance: Create fast, partner-friendly guidance for discounts, exceptions, concessions, urgent work, strategic accounts, bundles, cross-sell opportunities, and one-off projects. Preserve appropriate partner judgment while making pricing decisions more consistent, transparent, and grounded in market and client value.
Develop offering, bundle, and pricing architecture: Partner with service-line and BU leaders to build a practical hierarchy of services, offerings, bundles, cross-sell packages, one-off work, and stock keeping units (SKUs), with clear pricing parameters that reflect value delivered, market dynamics, competitive benchmarks, cost-to-serve, delivery economics, and the cost and value of artificial intelligence (AI) tools where relevant.
Equip partners and sellers with pricing confidence: Provide simple value narratives, talking points, market intelligence, price-to-win guidance, negotiation support, and responses to common client or procurement questions. Help partners and sellers win attractive work by explaining pricing in relation to business outcomes, expertise, service quality, risk reduction, responsiveness, AI, offshore delivery, efficiency, and the broader value Crowe provides.
Embed pricing into commercial workflows and technology: Partner with RevOps, Finance, IT, Marketing, and business leaders to integrate pricing guidance into Customer Relationship Management (CRM) data, Configure, Price, Quote (CPQ) capabilities, account planning, forecasting, proposal processes, and dashboards in ways that are easy to use and do not slow response times to clients or prospects.
Support adoption through influence and enablement: Build trust with partners and client-facing teams by making pricing support practical, responsive, and useful. Use pilots, training, feedback loops, and best-practice sharing to improve the approach before broader rollout and to encourage adoption across the firm.
Measure impact and communicate trade-offs: Track progress against pricing goals, surface risks and opportunities, and prepare concise leadership updates that clarify trade-offs among realization, win rate, margin quality, retention, client relationships, and long-term firm value.