Principal Pricing Analyst

Unit4

1d•Remote

About The Position

The Pricing Strategy & Commercialisation team sits within the Product Organization and is Unit4's internal authority on how we price and position our products. Our mission is to optimize Unit4's economic value through world-class pricing strategy, governance and execution across the entire Product portfolio - ensuring our pricing model reflects the genuine value we deliver to customers whilst supporting Unit4's revenue and ARR growth targets. We are a small, high-impact team. Current priorities include AI pricing strategy, new Pricing & Packaging (P&P) strategy execution, and KPI framework & governance development. Our key business partners span CPO, CTO, CRO, CSO and CFO organizations, making cross-functional influence and commercial credibility as important as technical pricing expertise. As Principal Pricing Analyst, you will serve as Unit4's internal pricing subject matter expert across the Unit4 Product Portfolio - the analytical and strategic engine behind our most complex and high-impact pricing work. This is a senior individual contributor role for a deep practitioner who combines mastery of SaaS pricing economics with the presence and communication skills to shape decisions at the highest levels of the organisation. You will work closely with the Senior Director of Pricing & Commercialisation to define and codify Unit4's pricing principles, governance frameworks and long-term monetisation strategy. A core focus of this role is leading the development and execution of Unit4's AI pricing strategy defining a predictable, commercially deployable framework for monetizing our AI capabilities, as well as leveraging AI tools for dynamic pricing, demand forecasting and price optimization day to day. You will lead key pricing projects, oversee price modelling and packaging from launch to discount governance, drive pricing transformation, and mentor junior staff while strengthening pricing skills across the business.

Requirements

Thought-leadership in SaaS pricing: deep practitioner-level knowledge of subscription pricing models, usage-based pricing, value-based pricing and packaging strategy
Demonstrable track record of owning and delivering complex pricing projects with clear, measurable commercial impact
Strong command of SaaS business economics - ARR, NRR, churn, LTV, CAC, ARPU - and the ability to connect pricing decisions directly to financial outcomes
Experience conducting market research, competitive pricing analysis and customer willingness-to-pay analysis in a B2B SaaS context
Executive alignment: proven ability to engage and influence senior stakeholders through rigorous analysis, well-structured recommendations and clear commercial narrative
Commercial acumen: understands the interplay between pricing strategy, product strategy, sales motion and competitive dynamics; able to balance revenue and margin objectives with customer value perception
Advanced quantitative skills: proficiency in financial modelling and data analysis (Excel essential; Power BI, Tableau or equivalent strongly preferred); comfortable working with large, complex datasets to derive pricing insight
Data-informed decision-making: uses market data, customer analytics and commercial metrics to drive recommendations
Communication: able to distil complex pricing analysis into clear, compelling recommendations for non-technical senior audiences; confident business case author and presenter
Stakeholder management: builds credibility and trust with cross-functional partners across Product, Sales, Finance and Customer functions; navigates competing priorities diplomatically and constructively
Mentoring: committed to the development of colleagues; actively shares knowledge, reviews work and invests in raising analytical and commercial standards across the team
Strong ownership: takes personal accountability for the quality and timeliness of work; operates independently on ambiguous, high-stakes problems and drives projects through to measurable outcomes without requiring close supervision

Nice To Haves

AI pricing strategy
new Pricing & Packaging (P&P) strategy execution
KPI framework & governance development
AI tools for dynamic pricing, demand forecasting and price optimization
AI-driven monetisation

Responsibilities

Act as Unit4's company-wide pricing authority: develop, document and maintain pricing principles, discount governance frameworks and approval policies that ensure consistency, commercial integrity and scalability across the business
Lead the design and evolution of complex pricing structures and long-term monetisation strategies - including subscription tiers, usage-based models and packaging architectures
Provide strategic pricing recommendations through rigorous analysis, scenario modelling and executive-ready presentations
Own Unit4's pricing governance model: product lifecycle stakeholder engagement, pricing review cadences and documentation standards that scale with business growth and complexity
Build and govern a commercially deployable AI pricing roadmap for dynamic pricing, value-based segmentation and price optimization
Act as the internal authority on how AI tools support internal pricing workflows
Conduct advanced quantitative pricing analyses including price elasticity modelling, profitability analysis by vertical and region, customer willingness-to-pay research and competitive benchmarking across Unit4's four core verticals and primary geographies
Lead pricing experiments and pilot programmes to generate robust evidence for pricing decisions, packaging changes and conversion strategy; define, build and own the growth metrics framework - measuring packaging adoption rates, ARR and NRR impact, deal size trends and conversion uplift - to quantify the commercial impact of every pricing change and report outcomes to senior leadership
Own the development and continuous improvement of pricing guidance tools and conversion frameworks used by Sales and Deal Desk teams to price and present deals consistently and effectively
Define, build, and report on pricing KPIs to monitor OKR performance and support commercial decisions and turn customer data into actionable insights.
Partner deeply with Product Management on feature packaging, value metrics and product-line pricing architecture; with Deal Desk leadership on deal pricing guidelines, exception governance and field enablement; and with Finance on revenue modelling, commercial forecasting and performance reporting
Serve as the pricing lead for high-stakes cross-functional initiatives and new product launches
Build and sustain trusted relationships with key business partners across CPO, CRO, CSO and CFO organizations - ensuring pricing strategy is embedded in go-to-market planning and commercial decision-making at the appropriate level
Champion pricing excellence across Unit4: develop training materials, run enablement sessions and act as a visible internal authority for pricing and commercial strategy questions from Sales, Product and Finance teams
Drive the practical application of AI within pricing workflows - from predictive price modelling and automated competitive analysis to AI-assisted discount guidance and scenario generation - materially increasing the quality, speed and commercial impact of the team's output; act as the team's AI pricing champion, staying ahead of developments in AI-driven monetisation and ensuring Unit4's approach remains at the leading edge
Monitor the competitive and market landscape continuously, generating proactive insight on pricing trends, competitor moves and SaaS monetisation innovation that enables leadership to anticipate and respond to market shifts
Contribute to the development of the team's operating model - OKR frameworks, KPI reporting structures and process documentation - supporting the Pricing function's evolution into a scalable, high-performing centre of commercial excellence
Mentor and coach junior members of the Pricing team
Share knowledge proactively, contributing to a team culture of continuous learning and commercial rigour