Strategic Segment Manager-Pricing (Dayton, Ohio)

Remitly•Dayton, OH

1d•Hybrid

About The Position

The Strategic Pricing Manager is a new role focused on driving growth across the Government Markets’ largest and most influential accounts. These customers represent the greatest opportunity for sustained renewal performance, AI adoption, and portfolio expansion. The role delivers measurable impact by shaping pricing strategy, supporting complex, high-value opportunities, and ensuring disciplined, consistent performance. The Segment Manager enables faster decision-making, stronger value positioning, and improved outcomes across multi-year and enterprise-level agreements. Working cross-functionally with Sales, Pricing, Product, and Segment Leadership, this role determines pricing, provides deal approvals, and ensures strategic accounts are executed with rigor, consistency, and speed.

Requirements

Have 5+ years in Government Markets (Federal preferred), GovCon strategy, pricing, capture management, or related fields.
Have advanced Excel skills (index/match, pivot tables, scenario modeling, power query or similar).
Demonstrate experience creating pricing models for subscription or user-based SaaS/content solutions.
Have a great understanding of federal procurement rules, competition requirements, and the full acquisition lifecycle.
Have experience running or contributing to capture processes, including competitive analysis, win themes, and proposal strategy.
Have exceptional communication skills, including writing compelling pricing justification narratives for government audiences.

Responsibilities

Leading strategic capture planning for named high-value accounts, using structured opportunity assessment, win strategy development, and competitive intelligence.
Building and maintaining comprehensive Capture Plans including customer insights, SWOT, competitive analysis, pricing strategy, and risk mitigation.
Partnering with Sales to shape opportunity requirements prior to solicitation release, influence evaluation criteria, and challenge competitor sole-source attempts.
Driving cross-functional “red team/black hat” reviews for major pursuits.
Developing pricing strategies aligned to segment revenue goals, margin expectations, and Government Markets market dynamics.
Building Excel-based pricing models and scenario analyses for enterprise renewals, multi-year agreements, optional CLIN structures, and mid-contract upsells.
Translating large datasets into insights for price-to-win (PTW) strategy, competitor benchmarking, and CPU/seat-based optimization.
Partnering with Pricing Analysts to refine datasets, ensure model accuracy, and operationalize repeatable modeling frameworks.
Coordinating with Contracts to ensure alignment with FAR/DFARS guidance, T&Cs risk parameters, and pre-RFP compliance checks.
Providing actionable, data-driven recommendations to Sales VPs, RSMs, and Executive stakeholders.
Supporting quarterly business reviews with strategic account insights, pricing diagnostics, renewal risk evaluation, and competitive intel trends.
Maintaining deep understanding of federal procurement dynamics, including DOGE cost-cutting behavior, RIF-driven pricing pressures, and agency-specific procurement workflows.
Serving as a subject matter expert in CALR competitive landscape—particularly Westlaw’s court and federal presence and LN’s differentiated AI position.
Monitoring competitor pricing trends, court initiatives, AI product penetration, and contract vehicle updates (GSA MAS, FEDLINK IDIQ, agency-specific BPAs).

Benefits

We promote a healthy work/life balance across the organization.
With numerous wellbeing initiatives, shared parental leave, study assistance and sabbaticals, we will help you meet your immediate responsibilities and your long-term goals.
We are delighted to offer country specific benefits.
We are committed to providing a fair and accessible hiring process.

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