Director of Pricing

Job Description – Head of Pricing & Commercials We are looking for a seasoned and forward-thinking leader to establish and scale our global Pricing & Commercials function. This role is central to shaping our pricing strategy, structuring complex deals, and driving sustainable growth through innovative commercial constructs. The ideal candidate will combine strategic vision, strong financial acumen, and deep expertise in technology services to create differentiated client value while safeguarding business profitability. Key Responsibilities • Commercial Strategy & Structuring: Lead the design and execution of large, complex, multi year technology and managed services deals, leveraging innovative commercial models (T&M, fixed price, outcome-based, hybrid). • Business Partnership: Collaborate with sales, delivery, and practice leaders to craft win–win commercial solutions that balance competitiveness with profitability. • Pricing Governance: Establish and manage enterprise-wide pricing frameworks, global rate cards, approval workflows, and governance mechanisms across geographies and service lines. • Innovation in Pricing: Develop and deploy value-based pricing strategies, SaaS/consumption-based models, and monetization frameworks for proprietary platforms and IP. • Analytics & Insights: Build and leverage pricing analytics, benchmarking, dashboards, and KPIs to track deal performance, measure profitability, and continuously refine pricing strategies. • Negotiation Leadership: Lead high-stakes client negotiations on pricing and commercial terms, ensuring alignment with both client value delivery and business margin objectives. • Function Building: Act as the central authority for pricing with executive-level visibility; establish, mentor, and scale a high-performing pricing and commercial team. Qualifications & Experience • Education: MBA (Finance, Strategy, or related specialization) from a premier business school. • Experience: 12–15 years of progressive experience in pricing and commercial functions within the technology services industry. • Track Record: Proven success in managing and closing large-scale, multi-year deals ($10M+). Skills & Competencies • Deep expertise in rate card design, financial/margin modeling, and value-based pricing. • Strong commercial acumen with the ability to balance client success and business outcomes. • Experience with SaaS or product/IP-based pricing strongly preferred. • Advanced skills in financial modeling, analytics, and complex deal negotiations. • Strategic thinker with entrepreneurial drive, strong stakeholder influence, and the ability to thrive in a fast-paced, high-growth environment

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