Senior Director, Pricing & Commercial Excellence

CrossCountry Consulting•McLean, VA

About The Position

The Senior Director, Pricing & Commercial Excellence is the firm's senior commercial strategist, owning pricing frameworks, commercial policy, deal governance, and the revenue technology, data, and process infrastructure used to measure and scale commercial performance. The role chairs the Pricing Committee, sets strategic direction for the Salesforce-anchored revenue technology stack, and serves as a primary commercial thought partner to the CFO, co-CEOs, Head of Marketing, and Practice Leaders. It is firmwide in scope and reports directly to the CFO. Pricing constructs, KPIs, and operating cadences must be configurable by service line, market, and team to reflect differences among the firm's practices. The role leads the firm's transition from time-and-materials to fixed-fee pricing, establishes pricing and deal governance, develops commercial policy and enablement, and owns revenue intelligence, forecasting, and commercial analytics. It also governs go-to-market processes, benchmarks external commercial practices, directs revenue technology strategy, advances responsible AI and automation, and leads commercial integration for acquisitions. The Senior Director leads and develops a combined Commercial Pricing and Revenue Operations team, setting priorities and capacity across pricing analytics, deal desk, Salesforce administration, reporting, and strategic initiatives. The role partners with executive leadership, Practice Leaders, Finance, FP&A, IT, Legal, Marketing, and other teams to drive commercial rigor, cross-functional alignment, and scalable processes. The position requires 15+ years of progressive experience in Revenue Operations, Sales Operations, Pricing, or Commercial Strategy in professional services or comparable people-intensive B2B environments, including senior leadership experience. A bachelor's degree is required. The listed compensation range for applicants located in Virginia is $250,000–$325,000 per year, plus annual bonus and additional benefits.

Requirements

15+ years of progressive experience spanning Revenue Operations, Sales Operations, Pricing, or Commercial Strategy in professional services or comparable people-intensive B2B environments, including material time in a senior leadership role.
Direct experience leading a time-and-materials to fixed-fee transition, or equivalent productization, at scale.
Experience leading a pricing committee or deal desk in a partnership or PE-backed environment.
Deep fluency in consulting delivery unit economics, including utilization, leverage, realization, and margin architecture.
Working fluency with Salesforce as a strategic platform owner, including setting architecture direction, governing the data model, and evaluating implementation trade-offs.
Experience building calibrated forecasting models and pipeline reporting infrastructure in multi-practice or multi-segment environments.
Experience producing executive-level reporting in Salesforce and/or BI tools such as Tableau or Power BI.
Track record leading commercial operations during rapid growth, M&A integration, or PE-sponsored transformation, and building and scaling high-performing teams.
Strong commercial acumen and ability to connect operational data to revenue outcomes, cost implications, and investor-level narratives.
Executive presence and influence to chair a committee of Partners and MDs, drive change without direct authority, and present to the ELT, Board, and PE sponsors.
Ability to design scalable, integrated processes and technology architectures that extend existing platforms.
Strong command of Excel-based modeling and comfort with CRM/CPQ-adjacent tooling.
Proven ability to drive adoption of pricing constructs, systems, and standards across a distributed, matrixed organization.
Practical familiarity with AI and automation for commercial workflows, with sound judgment in responsible adoption within a governance framework.
Bachelor's degree required.

Nice To Haves

Bachelor's degree in Business, Finance, Economics, or a related field preferred.
MBA or advanced degree preferred, but not required in lieu of demonstrated experience and impact.
Working knowledge of SQL or BI query tools is a plus.
Salesforce certifications are not required.

Responsibilities

Own the firmwide transition from time-and-materials to fixed-fee pricing, with phased rollout by service line, offering, and client segment.
Design fixed-fee pricing frameworks, margin floors, contingency mechanics, price-setting methodologies, and cost models, including those for AI-enabled solutions and products.
Partner with Practice Leaders to develop productized, repeatable pricing constructs.
Chair the Pricing Committee and establish its cadence, thresholds, escalation criteria, and decision rights.
Operate the deal desk by reviewing non-standard pricing, discount requests, margin exceptions, and multi-year or master-agreement terms.
Establish pricing delegation of authority and maintain committee decision records and a precedent library.
Develop and maintain commercial policy covering pricing, discounts, change orders, scope creep, and fixed-fee overage or underage treatment.
Communicate policy through playbooks, office hours, targeted enablement, and Partner/MD training.
Build proposal and pricing tools within the Salesforce-anchored technology stack and partner with Legal on fixed-fee contract terms and standardization.
Define and own the commercial KPI framework, configurable by service line, market, and team.
Build and maintain weekly pipeline reporting, including stage and practice data, changes, deal aging, win/loss trends, and coverage ratios.
Develop a calibrated, practice-specific forecasting model and related stagnation flags, coverage targets, and AI-assisted commentary.
Track post-sale margins on fixed-fee engagements and feed results back into pricing assumptions and remediation efforts.
Develop analytics for client retention, business development effectiveness, buyer personas, price sensitivity, and win/loss intelligence.
Lead quarterly and annual revenue forecasting with FP&A, using Salesforce pipeline data as the authoritative source of commercial truth.
Deliver executive-grade dashboards and quarterly commercial performance reporting to the Executive Committee, Board, and PE sponsors.
Design and govern end-to-end commercial processes, including opportunity management, pipeline stages, win/loss definitions, account segmentation, and territory alignment.
Establish a structured, searchable, Salesforce-linked deal close-out process for won and lost opportunities.
Partner with Practice Leaders, the CEO, and Marketing on sales plays, target account strategies, and pipeline generation requirements.
Research and benchmark external pricing and commercial practices and track buyer and procurement dynamics; apply findings to offering design, go-to-market motions, and pricing refreshes.
Own the strategy and roadmap for the revenue technology stack, including Salesforce, Kantata, relationship intelligence, and integrated marketing and finance platforms.
Lead evaluation, selection, and implementation of RevOps and pricing tools, ensuring alignment with enterprise architecture, security, and ROI requirements.
Serve as executive sponsor for Salesforce governance, setting standards for architecture, data integrity, roles, permissions, and integrations.
Partner with IT, Finance, and vendors on system integrations, API connections, and data flows among Salesforce, Kantata, ERP, and BI platforms.
Identify, evaluate, and deploy AI and automation capabilities for commercial and revenue operations in alignment with the firm's AI Governance framework.
Automate repetitive workflows and partner with the AI Governance & Steering Committee to ensure commercial AI initiatives meet security, privacy, and professional standards.
Assess acquired firms' pricing, rate cards, commercial policies, and revenue technology during diligence and integration.
Harmonize acquired firms' commercial constructs and lead RevOps system consolidation, data migration, and process integration.
Lead, mentor, and develop the Commercial Pricing and Revenue Operations team; set priorities and capacity allocation, and define competency models and career pathways.
Build a high-performance culture grounded in data accountability, commercial rigor, and cross-functional service excellence.
Serve as the primary commercial operations business partner to the CFO, co-CEOs, Head of Marketing, Sales Operations leadership, and Practice Leaders.
Represent the function in leadership forums and align with FP&A and Finance on forecasting, revenue recognition, and working capital.