What You'll DoThe Director of Pricing Strategy leads the company's pricing strategy, governance, and execution across dealer marketplace, private ads and software solutions. Reporting into Finance, this role partners closely with Sales, Product, Marketing, and Operations to drive sustainable margin expansion, optimize price realization, and ensure pricing decisions are data-driven, defensible, and aligned with commercial strategy.
This is a high-impact leadership role responsible for building and scaling the pricing function, owning the end-to-end pricing lifecycle from strategy and analytics through deal desk operations and post-implementation measurement.
- Develop and execute the enterprise pricing strategy across all product lines, channels, and customer segments.
- Establish and maintain pricing governance frameworks, including approval thresholds, discounting policies, and exception management.
- Lead annual price increase planning, modeling customer impact, churn risk, and revenue lift scenarios.
- Build and maintain value-based, cost-plus, and competitive pricing models tailored to each segment.
- Own pricing analytics, including price realization, win/loss, elasticity, and margin leakage analysis.
- Develop dashboards and KPIs that provide leadership visibility into pricing performance and discount behavior.
- Conduct competitive intelligence and market research to inform pricing positioning.
- Quantify the financial impact of pricing initiatives and report results to executive leadership.
- Lead the deal desk function, reviewing complex or non-standard deals and recommending optimal price/term structures.
- Partner with Sales leadership to coach teams on value selling, discount discipline, and commercial negotiation.
- Collaborate with Product Management on new product introduction (NPI) pricing, packaging, and bundling decisions.
- Support contract renewals and customer retention strategies through targeted pricing actions.
- Build, develop, and lead a high-performing pricing team.
- Set clear goals, provide coaching, and create career development paths for team members.
- Establish standardized processes, tools, and documentation to scale the function.
What We're Looking For- Establish standardized processes, tools, and documentation to scale the function.
- Bachelor's degree in Finance, Economics, Business, Mathematics, Statistics, or related field.
- 5+ years of progressive experience in pricing, FP&A, revenue management, or commercial finance.
- 3+ years in a pricing leadership role with direct people management experience.
- Demonstrated track record of driving measurable margin or revenue improvement through pricing initiatives.
- Advanced proficiency in Microsoft Excel (pivot tables, lookups, macros) and financial modeling.
- Experience with ERP systems (e.g., EPM, Oracle, NetSuite) and BI tools (e.g., Power BI, Tableau).
- Demonstrated track record of driving measurable margin or revenue improvement through pricing initiatives.
- Excellent communication, presentation, and interpersonal skills.
So come and join our team - because every role is a big role in our plans to go big.
Department Finance Locations Virginia Beach, VA - TI Headquarters, Toronto, ON
