Pricing Director

The role of the Pricing Director is to clearly determine the pricing strategy for Unit4s products and services. You will work closely with the Product team to align pricing strategies with product features and customer needs. In addition, you will work closely, as part of the Go to Market organization, with the sales teams to implement the pricing strategies and drive overall revenue targets and growth ensuring customers understand and appreciate our value proposition.

Key Responsibilities:

• Lead the development and execution of a comprehensive pricing strategy (pricing, packaging, bundling, positioning) for Unit4’s core offerings, taking into account market dynamics, competitive landscape, and customer needs.
• Collaborate across Product & Engineering, Go-To-Market, Customer Success, and Finance to develop creative monetization strategies and drive revenue growth aligned with the business objectives.
• Drive pricing, packaging, bundling, and positioning recommendations through customer segmentation and Return-On-Investment analysis.
• In collaboration with Product define pricing on upcoming software service offerings.
• In collaboration with Customer Success define pricing for support and onboarding services.
• Act as a bridge between the Product team and Customer Success/Sales to obtain and share customer feedback on product/feature requirements and pricing concerns.
• Obtain and share market research, competitor analysis, and customer insights with the product team to build an understanding of the market and customer needs
• Work closely with Sales to build an understanding of pricing and customer feedback
• Provide training and resources to sales to understand pricing structure, value propositions, and competitive positioning
• Involve appropriate teams in pricing decisions to gain buy-in and insights
• Create pricing guides to help sales teams articulate the value proposition and address customer concerns
• Oversee operational aspects of pricing implementation, including billing requirements, discounting frameworks, and ongoing monitoring
• Monitor and analyze pricing performance metrics, making data-driven recommendations for pricing adjustments and optimizations
• Conduct thorough market research and analysis to identify pricing trends, customer preferences, and growth opportunities for evolving pricing
• Stay abreast of industry best practices and emerging trends in pricing strategy, particularly in the SaaS space, and incorporate relevant insights into our pricing approach
• Drive pricing innovation and experimentation to test new strategies and tactics aimed at improving business outcomes.

Requirements

• Proven success in developing and executing pricing strategies;
• Experience collaborating with cross-functional teams, especially Product, Sales, and Customer Success;
• Deep understanding of market dynamics, competitive landscape, and customer needs in software/SaaS;
• Analytical Skills, proficiency in data analysis, ROI analysis, and customer segmentation;
• Familiarity with industry best practices and trends in SaaS pricing;
• Excellent verbal and written skills for articulating pricing concepts;
• Technical Proficiency: Familiarity with pricing tools, CRM systems, and data analytics platforms;
• Data-driven approach to recommending pricing adjustments;