Pricing Advisory Manager

BlackLine

25d•Hybrid

About The Position

The Pricing Advisory Manager is a strategic partner to the sales organization, responsible for applying commercial strategies and deal structures that accelerate sales cycles and maximize customer lifetime value. You will be a key player in driving our pricing strategy, ensuring it aligns with the value customers receive from BlackLine’s solutions. This role is instrumental in increasing average selling price, improving win rates and will support the organization to execute pricing strategies that support our near- and long-term growth strategy.

Requirements

Bachelor’s degree in Business, Finance, Economics, or a related field; MBA is highly preferred.
8+ years of experience in a pricing, deal advisory, or a related role, with a minimum of 5 years in a B2B SaaS environment.
Proven experience in developing and/or executing pricing strategies for B2B enterprise SaaS products and services, including experience with various pricing models (e.g., subscription, usage-based, tiered).
Strong quantitative and qualitative analytical skills, with the ability to build financial models and projections to support commercial proposals and strategic decisions.
Demonstrated ability to conduct in-depth analysis to explain underlying trends and provide actionable recommendations.
Prior experience with CPQ (e.g., Zuora, Salesforce CPQ) and CRM (e.g., Salesforce) tools is essential.
A track record of successfully working cross-functionally to implement pricing models and strategies, including with sales teams distributed globally.
Exceptional communication, presentation, and collaboration skills, with the ability to influence stakeholders at all levels of the organization.
A highly organized and detail-oriented individual with the ability to manage multiple priorities in a fast-paced environment.

Responsibilities

Strategic Deal Structuring Proactively partner with the global sales teams to support pricing and commercial terms with prospects and customers. Provide guidance and best practices on structuring deals that align with customer value and our objectives to both increase win rates and increase ASP.
Pricing and Commercial Strategy: Serve as the subject matter expert on value-based selling and pricing. Develop and maintain economic models to ensure a consistent and data-driven decision-making approach for all strategic deals.
Enablement: Partner with the Sales Enablement team to create and maintain a comprehensive library of pricing collateral, playbooks, and training materials. Assist in delivering pricing and commercial training to our go-to-market teams and providing ongoing deal coaching to ensure the sales team is equipped to effectively leverage our pricing structure.
Price Book: Update price books to reflect price level changes, reflect actual field performance, and new products and services.
Voice of the Field: Act as a primary conduit for feedback from our field teams, customers, and prospects on our pricing, packaging, and commercial terms. Synthesize this feedback to provide critical input into the ongoing evolution of our pricing strategy.
Cross-Functional Collaboration: Partner with Product Management, Marketing, Finance, Deal Desk, and Legal teams to resolve commercial challenges, shape new pricing initiatives, and ensure alignment across the organization.
Data-Driven Insights: Leverage data and analytics to understand customer behavior, segmentation, and price sensitivity. Use these insights to identify opportunities for pricing optimization and to inform the overall pricing strategy.
Process Optimization: Support opportunities in our Quota-to-Cash processes to support commercial and pricing improvements with goals to improve sales velocity and experience.