Senior Associate, Strategic Pricing

Sunrun•San Francisco, CA

About The Position

At Sunrun, we’re on a mission to change the way the world interacts with energy, and we’re building a company and brand that puts power at the center of life. To do it, we’re designing a dynamic culture where employee development, well-being, and safety come first. It’s why we’ve become the #1 home solar and battery company in America. We’re unlike any other residential energy company. Our vertically integrated model gives us total control over every part of the energy lifecycle – from sale through installation and beyond – so you can find endless opportunities for growth. Come join a career you can grow in and a culture you can run with. Who We Are We’re on a mission to make energy more reliable and affordable for more people. We provide an opportunity with storage and solar to help people access greater energy independence without the big upfront costs. Sunrun is the largest dedicated residential solar and storage company in the country and has a mission to bring stably priced resilient power to the masses. OVERVIEW Sunrun’s business model is complex and subject to a large body of dynamic inputs (both controllable and non-controllable) which impact our unit economics on an ongoing basis. Understanding and responding to these inputs in real time is critical to achieving strong, predictable financial outcomes. The Pricing team plays a critical role in developing the modeling frameworks that represent our storage and solar project economics and driving commercial decisions involving pricing and sales commissions to maximize profitability across the portfolio . As the Senior Associate, Strategic Pricing, you will lead the development and maintenance of sophisticated pricing tools and processes that serve as the single source of truth for project proceeds and cost assumptions. You will work in tight coordination with senior leadership to drive expedient, coordinated decision-making with the goal of maximizing our profitability outcomes. This role sits at the intersection of finance, product, and revenue strategy, requiring you to ensure that finance leadership can quickly interpret and certify economic outputs while revenue strategy relies on your models for competitive proposals. You will be responsible for recommending and executing new forms of pricing and commissions that accomplish corporate objectives, following through with change management and execution across various revenue channels. You will initiate regular collaboration with sales and operations leadership to understand pricing trade-offs and opportunities that increase profitability while enabling robust volume growth. By maintaining key competitive benchmarks and market share reports, you will also ensure our pricing remains competitive in the market. Success in this role requires an exceptional balance of finance acumen and "get it done" grit. You must be able to operate both at a high level—influencing boardroom decisions—and in the weeds of complex financial modeling. We are looking for an impact-oriented leader who prioritizes solutions that yield the greatest return on time and effort, driving continuous improvement through a crawl-walk-run approach to sophisticated financial problems.

Requirements

3-5+ years of overall experience within financial services, renewable energy finance, commercial strategy, investment banking, corporate finance, or management consulting.
Proven experience building complex financial models that bridge project-level unit economics, dynamic market inputs, and portfolio P&L outcomes.
Demonstrated track record in pricing strategy and margin optimization , specifically designing pricing frameworks and sales commission models that maximize profitability.
Proven capability in executive communication and influence , with direct experience presenting complex quantitative scenarios and recommendations to C-suite decision-makers.
Demonstrated cross-functional leadership as an individual contributor , driving alignment and execution across Sales, Operations, Product, and Finance without direct supervisory authority.
Experience working on high-performing teams in a fast-paced corporate environment
Undergraduate degree in Finance, Mathematics, Statistics, Economics, Engineering, or a related quantitative field.

Nice To Haves

Exceptional Analytical skills: Can digest and analyze vast sets of data and build robust yet simple models that are outcome and impact oriented
Adaptability : Adjusts quickly to changing priorities and conditions; anticipates and copes effectively with the complexity of change (i.e., real-time support for adjustments in response to macro changes, where new scenarios must be quickly digested and analyzed)
Strategic Judgment: Develops the judgment to understand our products to inform strategy (i.e., implications of state rebates on our revenue, how utility tariffs impact our value proposition
Collaboration/Organizational Influence: Collaborates effectively with and influences a wide range of cross functional leaders including policy, sales leaders, product, finance and marketing
Organized and Impact-Oriented: Creates accessible tools for tracking and communicating top policy objectives including estimates of impact, status, and action items required
Communication & Storytelling: Can communicate concepts succinctly and effectively with the executive leadership team and influence meetings. Can develop succinct and impactful materials that drive quick and effective decisions
Versatility : Ability to operate both at a high level and get in the weeds (e.g., boardroom polish + get it done grit)

Responsibilities

Own the accuracy and utility of core financial pricing tools and partnering with finance leadership to ensure tight feedback loop with corporate planning and forecasting
Partner with CFO and Revenue leaders to recommend and execute pricing and commission structures that maximize profitability
Standardize financial proposal formats to reduce executive review time and improve commercial velocity
Maintain competitive pricing benchmarks and market share reports to inform strategic value proposition adjustments
Lead trade-off analyses between volume growth and margin expansion to optimize total portfolio profitability
Continuously improve customer expectation setting pertaining to savings including periodically auditing sales behavior and customer feedback
Assist in business case development with sales leadership considering new business opportunities such as market expansion and new acquisition channels
Collaborate with Product teams on various new products [such as residential storage, residential distributed compute, and distributed power plants] to inform product strategy & business model