Senior Pricing Operations Manager

System Operationalization of Pricing Policy

• Translate approved pricing policies (discounts, promotions, bundles, and special terms) into business requirements for GTM systems team to build configurable rules within Salesforce CPQ, ERP, and related pricing systems.
• Define pricing matrices, discount waterfalls, product catalogs, approval flows, and quoting templates for pricing accuracy and consistency.
• Partner with the Proposal-to-Order Lead and IT/Systems teams to design, test, and troubleshoot pricing configurations within the CPQ framework.
• Develop and maintain documentation for pricing-related system configurations and policies.
• Identify opportunities for automation and efficiency improvements in pricing logic and quoting processes.

Quoting Operations Support

• Act as a subject matter expert on pricing policies for Sales and Deal Desk.
• Provide training and enablement for sales teams on new pricing policies, system updates, and pricing best practices.

Field Feedback & Pricing Insights

• Gather feedback from Sales, Customer Success, and field teams on pricing effectiveness, customer sentiment, and operational challenges.
• Analyze recurring themes and pain points, synthesizing them into recommendations for pricing policy improvements.
• Collaborate with Pricing Strategy, Product, and Sales leadership to inform future pricing and packaging decisions with operational insights.

What We’re Looking For

• 5–7 years of experience in Pricing Operations, Sales Operations, or a similar analytical role, preferably in B2B SaaS or technology.
• Proven experience defining pricing rules and partnering with engineers to implement them in CRM/CPQ systems (Salesforce CPQ preferred; Oracle CPQ, Zuora CPQ also valued).
• Strong understanding of pricing methodologies, discount structures, and SaaS sales motions, usage economics.
• Excellent analytical skills with the ability to interpret data, identify trends, and provide actionable insights.
• Strong communicator who can clearly explain complex pricing concepts to Sales and cross-functional teams.
• Highly detail-oriented with a commitment to pricing accuracy and data integrity.
• Proficiency in Google Sheets, Hex, Looker, or similar tools for pricing analytics.

Bonus Skills

• Familiarity with financial reporting and revenue recognition principles.
• Project management experience coordinating cross-functional pricing initiatives.