Senior Manager, Pricing

Tines•Boston, MA

1d•$177,000 - $192,000

About The Position

Tines is seeking a Senior Manager, Pricing to define and lead the company's monetization, pricing, and broader commercial strategy. This role involves researching customer value perception, identifying optimal commercial models, and translating these insights into strategic decisions regarding platform packaging, pricing, and sales. The position requires a blend of long-term strategic thinking and hands-on execution, including building evidence bases, shaping new commercial models, setting the pricing roadmap, making recommendations to the Pricing Steering Committee, and actively participating in complex deals. Collaboration with various departments such as Deal Desk, Product Marketing, Product, Finance, RevOps, and Enablement is crucial for implementation. The role also includes building and leading a small team.

Requirements

Deep commercial strategy experience in B2B SaaS, with a track record of researching markets and customer value, identifying monetisation opportunities and turning customer, market and financial evidence into clear strategic recommendations.
Experience creating or materially shaping commercial models, monetisation approaches, packaging or pricing strategy for a complex, sales-led business.
Strong deal judgement. You can work with Sales and Deal Desk on strategic enterprise opportunities, understand the commercial trade-offs and balance the needs of an individual deal with the company’s broader strategy.
Strong research, analytical and commercial judgement. You can combine customer research, market evidence and financial or scenario modelling to form a point of view and make sound choices with imperfect data.
Executive communication and influence. You can make complex commercial choices understandable, defend a point of view and help senior leaders reach a decision.
Proven cross-functional leadership across Sales, Deal Desk, Finance, RevOps, Product Marketing and Enablement, with the operational discipline to turn decisions into changes that stick.
People leadership capability: experience managing or developing strong performers, and the ability to build a small team as the commercial strategy and pricing capability grows.

Nice To Haves

Direct pricing specialism is useful, but not required.

Responsibilities

Define Tines’ monetisation, pricing and commercial strategy, connecting company and product strategy to clear choices about target customers, value metrics, packaging, price architecture and commercial models.
Lead research into customer value, willingness to pay, buying behaviour, competitive alternatives and market trends. Combine this with win/loss, usage, discounting and financial data to identify opportunities and pressure-test assumptions.
Create and shape new monetisation and commercial approaches for Tines’ platform, products and capabilities. Develop options, model their customer and business impact, test them with the market and recommend a clear path forward.
Turn research and analysis into evidence-based recommendations for the Pricing Steering Committee. Make the strategic choices, economics, customer implications, risks and trade-offs clear, secure approval and maintain a record of decisions.
Own the pricing and commercial strategy roadmap and backlog. Establish a clear intake and prioritisation process, balancing foundational strategy, new monetisation opportunities, product launches and immediate deal needs.
Work deal by deal with Sales and Deal Desk on strategic, complex and non-standard opportunities, shaping the offer, price architecture, commercial terms and give-get strategy while protecting the integrity of the wider commercial model.
Partner with Deal Desk, Product Marketing, Product, Finance, RevOps and Enablement to implement approved changes across quoting, approval rules, systems, guidance, messaging, training and customer-facing materials.
Measure the impact of monetisation, pricing and commercial decisions through indicators such as win rate, realised price, discounting, sales-cycle friction, package mix, adoption, expansion and renewal outcomes; use the learning to refine the strategy and roadmap.
Build the pricing and commercial strategy function over time, including hiring and developing up to two team members, defining ways of working and creating a trusted internal centre of expertise.