Overview

Director, Pricing Operations The Director, Pricing Operations is a hands-on owner of pricing and CPQ capabilities. This role is accountable for implementing, operating, and continuously improving pricing infrastructure, tools, and processes to ensure pricing decisions are accurate, scalable, and executable in the field.

This role partners closely with Sales, Customer Experience, and Operations to support pricing effectiveness. Success is defined by the quality, adoption, and performance of pricing and CPQ systems-and by how effectively those systems enable Sales to sell profitably.

This is a senior individual contributor role with high visibility and deep ownership of pricing execution, systems, and enablement.

Location: This position is based in our Indianapolis corporate office, we offer a hybrid schedule with 4 days in the office and 1 day remote.

Pricing Operations & CPQ Ownership

• Owns the end-to-end pricing and CPQ operating model, including system configuration, governance, enhancements, and ongoing performance
• Translates approved pricing strategies, policies, and guardrails into executable pricing and CPQ logic, workflows, approval paths, and controls
• Leads the build, rollout, and optimization of pricing and CPQ software solutions in partnership with IT and Sales Operations
• Ensures pricing data integrity, system accuracy, and compliance with pricing policies across all quoting activity
• Serves as the primary business owner and subject matter expert for pricing and CPQ tools

Commercial Enablement & Field Partnership

• Partners closely with Sales and commercial teams as the pricing operations expert, ensuring pricing tools and guidance support real-world selling motions
• Coaches commercial teams on how pricing works in the system, why it works that way, and how to use it effectively in customer conversations
• Supports complex or high-impact deals by advising on pricing structure, trade-offs, and system-supported options to enable better decision-making
• Gathers feedback from commercial partners on pricing usability, system friction, and discount behavior, and converts insights into operational improvements

Change Management & Adoption

• Leads change management efforts for new pricing policies, system enhancements, and CPQ capabilities
• Develops playbooks, training, and documentation focused on practical adoption-not just policy awareness
• Monitors pricing and CPQ usage, identifies workarounds or resistance, and proactively addresses root causes
• Treats system adoption and behavior change as core operational KPIs

Pricing Analytics & Operational Insights

• Uses analytics and reporting to monitor pricing performance, discount behavior, and system effectiveness
• Builds and maintains pricing models and simulations to assess revenue, margin, and behavioral impact prior to implementation
• Ensures pricing execution aligns with margin targets, forecasting needs, and financial controls
• Produces dashboards and reporting that connects pricing operations to commercial outcomes (e.g., price realization, win rates, deal velocity)
• Takes on additional duties as assigned to support the team and organization

Education

- Bachelor's degree in business, finance, economics, data analytics or related field (required)

Experience

• 7+ years of experience in pricing operations, revenue operations, commercial finance or related field (required)
• Demonstrated ownership of pricing and/or CPQ system implementation and ongoing administration (required)
• Experience translating pricing policies into system logic, workflows, and governance models (required)
• Salesforce CPQ experience (preferred)

Benefits, Compensation & Workforce Diversity

Arcwood offers stability you can count on and opportunities to grow. We provide steady work, competitive pay, and above-market benefits that reflect the importance of what we do. As we continue to grow, you'll have the chance to build skills, take on new challenges, and build a career. When you join Arcwood, you join a team that honors its legacy, values hardworking people, and shows up every day to protect people, communities, and the future we share.

Physical Job Requirements