Pricing Strategist

Conga

12d•Hybrid

About The Position

At Conga, we’ve built a community where our colleagues can thrive. Here you’ll find opportunities to innovate and support growth through individual and team development, all within an environment where every voice is heard. Conga accelerates the customer’s journey to becoming a more connected and intelligent business. The Conga Advantage Platform is recognized worldwide for enhancing this journey, bringing together Configure, Price, Quote, Contract Lifecycle Management, and Document Automation capabilities on a single open platform. It integrates seamlessly with any ERP, CRM, and Cloud. Powered by a unified data model and purpose-built AI, Conga helps companies achieve a unique advantage—one built on seamless connection, actionable intelligence, and scalable growth. Our approach is grounded in the Conga Way, a framework that reflects our values and drives everything from hiring to decision-making, as well as key programs including recognition. Created with direct input from our colleagues, the Conga Way forms the foundation of our vibrant culture. As Principal Pricing Strategist, you will lead the development of value-based pricing strategies that drive growth, profitability, and competitive advantage. This role combines strategic thinking with strong analytical capabilities - you will conduct market and customer research, design pricing frameworks, build financial models and business cases, and enable go-to-market teams. Success requires deep SaaS monetization expertise, comfort with quantitative analysis, and proven ability to influence cross-functional stakeholders. You're joining during a major pricing transformation to establish value-based pricing and selling practices across our portfolio. Your work will be critical to pricing our evolving product offerings including AI functionality, competitive positioning, and driving revenue growth. High visibility role with direct impact on strategic initiatives and long-term scalability.

Requirements

Bachelor's degree in Business, Economics, Finance, Statistics, or related field; MBA or Master's preferred.
8-10 years in pricing strategy, product marketing, or monetization roles with proven SaaS and high-growth experience.
Deep expertise in value-based pricing methodologies and SaaS business models; proven track record developing and implementing strategies that deliver measurable results.
Strong analytical and quantitative skills; proficiency building financial models, ROI analyses, and business cases; comfort with Excel and data-driven analysis.
Experience conducting market and customer research and translating insights into actionable pricing strategies.
Proven ability to partner with and influence Product, Marketing, Sales, and Finance teams; excellent communication and presentation skills.
Strategic thinker who combines big-picture vision with analytical rigor; brings informed perspective and challenges assumptions constructively.
Experience with consumption-based, usage-based, or hybrid pricing models.
Experience with advanced research methodologies and behavioral economics.

Nice To Haves

Professional Pricing Society (PPS) certification or equivalent pricing credentials.
Experience pricing Support, Maintenance, and Professional Services offerings.
Background in pricing transformations or leading organizational change initiatives.
Consulting background or fast-paced, high-growth environment experience.
Familiarity with pricing software platforms.

Responsibilities

Market & Customer Research: Lead market opportunity assessment and competitive landscape analysis; design and execute customer value research including interviews, surveys, and pricing studies; synthesize insights into actionable pricing recommendations
Pricing Strategy Development: Design value-based pricing frameworks and monetization models anchored in customer segmentation; develop pricing architecture including packaging, value metrics, and discount structures; manage lifecycle from new product launch through optimization
Financial Analysis & Value Quantification: Build financial models and ROI analyses quantifying customer value; develop customer-facing business cases; conduct elasticity modeling and pricing experiments
GTM Partnership & Enablement: Partner with Product, Marketing, Sales, and Finance to develop comprehensive go-to-market strategies; create enablement materials and coach customer-facing teams on value-based selling; advise on deal structure and pricing optimization
Strategic Influence & Change Leadership: Present pricing strategies and recommendations to senior leadership; build consensus across stakeholders for pricing initiatives; navigate organizational resistance and drive adoption of value-based approaches