Senior Pricing GTM Analyst

Pricing Analyst

Pricing Operations is responsible for creating, maintaining, and improving global pricing processes throughout the company. The Pricing Analyst will partner and collaborate with sales, legal, PMM, customer support, provisioning, and finance to ensure a clean quote-to-cash process. This individual would own SKU creation, maintenance, and rollout while helping evolve our global pricing strategy to maximize revenue and facilitate competitive market pricing and product offerings. The Pricing Analyst is responsible for ensuring that our quoting, approval, and booking process runs smoothly and efficiently. This role is a great fit for a self-starter who enjoys driving business impact and operational efficiency, can serve as an internal consultant (e.g., problem solver) and owner, and will have the opportunity for significant exposure and visibility across the business.

Your day-to-day:

• Create & own pricing curve templates with discounting and Gross Margins in mind, aligning with PM & company goals
• Analyze win-rates and competitor data and propose optimal pricing for Gross Margin and NARR
• Partner with PM and evaluate new and current packages and offering
• Review Pricing curve and Business Rules for all new SKUs created
• Build ad hoc reports for business partners and team as needed
• Support ongoing pricing strategy and governance with accounting, FP&A, and sales operations leadership
• Serve as primary POC for revenue operations, product marketing, and product management for product health, promotions, and data modeling
• Partner with Product and Marketing team for Product and Pricing Analysis for NPI/GTM
• Partner with revenue accounting on pricing, orderability status, product information, and functionality
• Partner with order entry and renewals to validate SKUs, descriptions, pricing, and quote-to-cash process
• Partner with product marketing, product management, and professional services on ASP, promotions, bundle, product spend, and health metrics analysis
• Update pricing material and internal communications across sales enablement tools for the field
• Build Pricing KPIs and metrics for SaaS based company

Your day as needed:

• Own quarterly price book and SKU updates, including support across specific verticals, regions, and new acquisitions
• Partner with channel on SKUs for MSPs, contract rates, and inclusion of new products for channel systems
• Partner with deals desk on SFDC, custom SKU creation and SKU management, and active/inactive SKUs
• Own documentation and communication for pricing processes including nomenclature definitions, approvals matrix, exception approvals, and manage broad communication of updates and changes

What you bring to the team:

• 3+ years in pricing, business operations, sales operations, or business analytics in enterprise software
• Demonstrable experience managing price books and SKUs for an enterprise software company with a large portfolio and global sales force
• Experience working across accounting, channel, deals desk, FP&A, order entry, product marketing, product management, revenue, renewals, and sales operations teams in support of pricing operations and strategy
• Quantitative experience with both SaaS and on-prem pricing models, as well as channel pricing programs and quarterly promotions is a plus
• Database management is a plus
• Must have strong Salesforce experience and data modeling background; Required Excel and SQL. PowerBI, R and Python is a plus.
• Exceptional communication skills and ability to work effectively from the executive leadership to individual contributor level
• Strong organizational skills, self-starter, and can quickly identify and resolve inefficiencies across the business
• High-energy, a positive attitude, and accountability are critical for success in this role
• PMO experience nice to have but not required
• Experience with pricing tool such as Vendavo and PROS is a plus
• BS in Statistics or relevant work / MS degree preferred