Senior Director, Pricing & Commercial Excellence

CrossCountry Consulting • McLean, VA

1d • $250,000 - $325,000 • Hybrid

About The Position

The Senior Director, Pricing & Commercial Excellence is CrossCountry Consulting’s senior commercial strategist, responsible for the firm’s pricing frameworks, commercial policy, deal governance, and revenue technology, data, and process infrastructure. The role leads the firmwide transition from time-and-materials to fixed-fee pricing, chairs the Pricing Committee, and sets the strategic direction for a Salesforce-anchored revenue technology stack. It is firmwide in scope and reports directly to the CFO. Pricing constructs, KPIs, and operating cadences must be configurable to the differing needs of service lines, markets, and teams.

The position partners with the CFO, co-CEOs, Head of Marketing, Practice Leaders, Finance, IT, Legal, and other leaders to improve commercial performance. It oversees pricing and deal approvals, commercial analytics and forecasting, go-to-market processes, revenue technology, AI and automation initiatives, M&A commercial integration, and a combined Commercial Pricing and Revenue Operations team. The role also delivers executive-level reporting to the Executive Committee, Board, and PE sponsors.

CrossCountry Consulting describes itself as an advisory firm providing solutions across accounting and risk, technology-enabled transformation, and transactions. The company highlights its collaborative culture and recognition including Inc. 5000’s Fastest Growing Companies and Glassdoor’s Best Places to Work.

Requirements

• At least 15 years of progressive experience in Revenue Operations, Sales Operations, Pricing, or Commercial Strategy in professional services or comparable people-intensive B2B environments, including substantial senior leadership experience.
• Direct experience leading a large-scale transition from time-and-materials to fixed-fee pricing or equivalent productization, including pricing committee or deal desk leadership in a partnership or PE-backed environment.
• Deep understanding of consulting delivery unit economics, including utilization, leverage, realization, and margin architecture.
• Strategic platform-owner fluency with Salesforce sufficient to direct architecture, govern the data model, and assess implementation trade-offs; hands-on administration is performed by a certified team, and Salesforce certifications are not required.
• Demonstrated experience building calibrated forecasting models and pipeline reporting infrastructure in multi-practice or multi-segment environments.
• Experience producing executive-level reporting using Salesforce and/or BI tools.
• A track record of leading commercial operations through rapid growth, M&A integration, or PE-sponsored transformation and building high-performing teams.
• Commercial acumen connecting operational data to revenue outcomes, cost implications, and investor-level narratives.
• Executive presence and influence to chair committees of Partners and Managing Directors, lead change without direct authority, and present to executive leadership, Boards, and PE sponsors.
• Ability to design scalable, integrated processes and technology architectures that extend existing platforms where appropriate.
• Strong command of Excel-based modeling and familiarity with CRM/CPQ-adjacent tools.
• Proven ability to drive adoption of pricing constructs, systems, and standards across a distributed, matrixed organization.
• Practical familiarity with AI and automation in commercial workflows and the judgment to sponsor 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 another advanced degree preferred, but not required in lieu of demonstrated experience and impact.
• Working knowledge of SQL or BI query tools is a plus.

Responsibilities

• Lead the firmwide transition from time-and-materials to fixed-fee pricing, with phased implementation by service line, offering, and client segment.
• Design fixed-fee frameworks, pricing methodologies, cost models, margin floors, and risk-adjusted pricing, including models for AI-enabled solutions and non-labor costs.
• Partner with Practice Leaders to develop productized, repeatable pricing constructs.
• Chair the Pricing Committee and establish its cadence, thresholds, escalation criteria, decision rights, and delegation of pricing authority.
• Operate the deal desk, reviewing non-standard pricing, discounts, margin exceptions, and multi-year or master-agreement commercial terms.
• Maintain committee decision records and a precedent library to promote consistency.
• Develop and maintain commercial policy covering pricing principles, discounting, change orders, scope creep, and fixed-fee overages and underages.
• Communicate commercial policy through playbooks, office hours, enablement, and Partner and Managing Director 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 a configurable commercial KPI framework, including pipeline health, bookings, win rates, price realization, fixed-fee margins, effective bill rates, leakage, utilization, revenue concentration, and client retention.
• Establish weekly pipeline reporting across stages, practices, and owners, including changes, days in stage, stale-deal flags, win/loss trends, and coverage ratios.
• Design and maintain a calibrated, practice-specific forecasting model with probability models, stagnation flags, coverage targets, and AI-assisted commentary.
• Build post-sale margin tracking for fixed-fee engagements and use results to identify and address pricing assumptions and delivery issues.
• Develop analytics covering client retention, business-development effectiveness, deal origin, 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 dashboards and quarterly commercial performance reporting to the Executive Committee, Board, and PE sponsors.
• 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 process for documenting won and lost opportunities and the factors behind outcomes.
• 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 apply market, buyer, and procurement insights to offerings, go-to-market approaches, and pricing refreshes.
• Own the long-term strategy and roadmap for the revenue technology stack, including Salesforce Sales Cloud, Kantata, Introhive or a comparable relationship intelligence platform, and integrated marketing and finance platforms.
• Evaluate, select, and implement RevOps and pricing tools in line with enterprise architecture, security requirements, and ROI thresholds, building on existing platforms where possible.
• Serve as executive sponsor for Salesforce governance, setting standards for architecture, data integrity, user roles, permissions, and integrations while a Salesforce team handles day-to-day administration and configuration.
• Partner with IT, Finance, and vendors on integrations, APIs, 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 company’s AI Governance framework.
• Apply AI to pipeline commentary, forecast summaries, deal close-out drafts, outreach rationale, and pricing scenario modeling, with appropriate human review and governance.
• Automate repetitive workflows such as data enrichment, pipeline alerts, forecast notifications, and margin-exception routing.
• Partner with the AI Governance & Steering Committee to ensure commercial AI initiatives meet security, privacy, and professional standards.
• Assess acquired firms’ pricing models, rate cards, commercial policies, and revenue technology during diligence and integration.
• Harmonize acquired firms’ commercial constructs and migrate portfolios to the company’s pricing framework and Salesforce-anchored stack on a defined timeline.
• Lead RevOps support for M&A integration, including system consolidation, data migration, and commercial process harmonization.
• Lead, mentor, and develop the Commercial Pricing and Revenue Operations team; set priorities and allocate capacity across its functions and initiatives.
• Build a high-performance culture focused on data accountability, commercial rigor, and cross-functional service; establish competency models and career pathways.
• 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.

Benefits

• Comprehensive healthcare options, including medical, dental, and vision coverage.
• Flexible spending accounts.
• 401(k) with company matching.
• Generous parental and maternity leave policies.
• Technology stipends.
• Wellness reimbursement programs.
• For applicants located in Virginia, estimated compensation is $250,000–$325,000 per year, plus annual bonus and additional benefits.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior