Pricing Manager

GHX

5d•$91,000 - $121,000•Remote

About The Position

GHX is seeking a collaborative, systems-oriented Product Commercialization Manager to own and improve end-to-end commercialization across its portfolio, including pricing, SKUs, processes, and tools. The role connects commercial strategy with operational execution, improving efficiency, scalability, and data integrity throughout the product commercialization lifecycle. The position combines operational rigor and analytical work. It involves rationalizing a complex SKU catalog, analyzing sales, discounting, and pricing trends, improving commercialization processes through AI-powered automation, and establishing governance for scalable market entry. The manager leads cross-functional projects from requirements through launch and works closely with Product Management, Sales, Finance, Deal Desk, Contract Operations, Corporate Systems, and other partner teams. The role owns the SKU lifecycle in Conga CPQ and commercialization governance, analyzes pricing and sales performance, supports pricing strategy and monetization design, and coordinates launch readiness for products and pricing changes. It also develops reporting and dashboards, drives change management and training, and advises stakeholders on commercialization processes. Travel may be required up to 20% annually.

Requirements

Bachelor's degree in Business, Finance, Operations, Information Systems, or a related field, or equivalent professional experience.
At least 5 years of progressive experience in product operations, revenue operations, deal desk, commercial program management, or a closely related function within a B2B SaaS company.
Hands-on experience with Conga CPQ (formerly Apttus), including product catalog management, pricing rules, approval workflows, and SKU configuration.
Demonstrated success leading cross-functional process improvement or transformation initiatives, including stakeholder requirements gathering and measurable business outcomes.
Hands-on experience analyzing sales, discount, or pricing data and converting findings into recommendations.
Excellent written and verbal communication skills, including producing executive-ready documentation, SOPs, and business cases.
Project management skills to lead multiple concurrent projects from requirements through delivery, prioritize under pressure, track risks and dependencies, and deliver on commitments.
Ability to travel up to 20% annually.

Nice To Haves

Familiarity with AI and automation concepts applied to commercial operations, quoting, or contract workflows.
Experience conducting SKU, product catalog, or similar rationalization audits in complex, multi-product environments.
Prior involvement in quote-to-cash re-platforming or a major system migration.
Experience with BI and analytics tools such as Sigma or Power BI for commercialization dashboards, and SQL or advanced Excel for ad hoc analysis.
Salesforce Certified CPQ Specialist or Salesforce Certified Administrator certification.
Conga CPQ Product Administration Certification.
PMP, Agile/Scrum, or SAFe Product Owner / Product Manager certification.

Responsibilities

Own the SKU commercialization process from requirements gathering and SKU creation through testing and launch, in partnership with relevant cross-functional teams.
Facilitate stakeholder requirements sessions and document clear, testable business requirements.
Establish and improve SOPs, tooling configurations, business rules, and the commercialization playbook.
Partner with Product Management to translate new offerings into sellable, billable constructs aligned with commercial strategy.
Lead commercialization projects end to end, defining scope, timelines, milestones, owners, risks, and dependencies; track status and escalate issues early.
Define, monitor, and report on SLAs, KPIs, and quality metrics, providing regular executive-ready insights.
Monitor AI and ML capabilities in CPQ and recommend relevant opportunities to leadership and cross-functional partners.
Own the full SKU lifecycle in Conga CPQ, including requirements, creation, testing, release, modification, and deprecation.
Lead a cross-functional SKU audit, analyze historical sales and discounting, rationalize the catalog, and present findings and recommendations.
Establish SKU governance, including intake and approval workflows, naming conventions, taxonomy standards, and catalog hygiene reviews.
Partner with Product, Finance, and Sales to align SKUs with commercial purpose, pricing strategy, contractual language, and business rules.
Develop SKU change management processes that minimize disruption to active quotes, in-flight contracts, and renewals.
Own the AI and automation innovation roadmap for SKU and commercialization processes; prioritize requirements and drive measurable reductions in manual processing.
Analyze sales trends, including bookings by SKU, discounts, attach and renewal rates, and win/loss patterns, to inform packaging, pricing, and catalog decisions.
Track pricing trends, realized versus list price, and the effects of price changes; communicate recommendations to Product, Finance, and Sales leadership.
Quantify the revenue, margin, and ARR/MRR impacts of proposed pricing and SKU changes before release.
Align Product Management and partner functions on commercialization processes, tools, and standards.
Contribute to pricing strategy and monetization model design, and develop dashboards and reporting frameworks that provide visibility into commercialization health.
Coordinate launch readiness for new products and pricing changes, validate requirements, manage launch plans, and prepare Sales, Deal Desk, and Contract Operations for market release.
Serve as a trusted resource for commercialization process questions and manage concurrent workstreams, change management, training, and communications.