ABOUT THE ROLE:Trace3 is building a centralized Revenue Operations function from the ground up, and the Director of Pricing and Deal Intelligence leads the pillar responsible for one of the most direct levers in the business: deal-level margin discipline. The Director will own the pricing strategy, the deal guidance framework, the analytical pricing tool that embeds guidance directly into seller workflows, and the deal intelligence team that supports frontline deal reviews. This is a player-coach role. You will lead a team of analysts and be personally in the work: reviewing deals, interpreting pricing analytics, adjusting the guidance framework based on what the data shows, and driving pricing attainment with sales leadership every week.
WHAT YOU'LL DO:Pricing Strategy and Margin Ownership- Set and own company-wide pricing strategy for products and services: margin targets, price positioning, discount governance, and the deal review framework that enforces them
- Own deal-level margin improvement as a managed, measurable target: track bookings margin versus guidance floor by product family, identify where margin is leaking and why, and drive systematic improvement quarter over quarter
- Define pricing guardrails and exception thresholds; establish clear decision rights for rep-level approvals, deal desk reviews, and escalations to sales leadership or Finance
- Partner with Finance on margin target setting and profitability review cadences; ensure pricing strategy reflects the economics of the business, not just competitive positioning
- Work directly with the SVP of Revenue Operations and regional sales VPs to drive pricing attainment as a managed behavior across the selling organization
Pricing Guidance Tool and Algorithm Ownership- Own the pricing guidance algorithm: understand the clustering methodology, product family taxonomy, and deal categorization logic well enough to govern updates, explain the output to sales leadership, and defend recommendations under scrutiny
- Approve updates to the guidance algorithm based on Technical Pricing Analyst recommendations; partner with the GTM Tooling team on execution of approved changes in the tool
- Drive deal-guidance adherence from a low baseline toward an 80 percent-plus target; treat exception rates as diagnostic data, not acceptable noise
- Own the Pricing Guidance tool pilot: define success criteria, coordinate the seller pilot group, review exception reports from day one, and lead the post-pilot retrospective that shapes the scale rollout
Deal Intelligence and Deal Review Operations- Oversee deal intelligence operations: the team of Deal Intelligence Analysts who provide pricing consultative support to the frontline, assist GMs with deal review decisions, and provide guidance based on prior approval cycles
- Set deal review thresholds and response times; define what requires review, who owns it, and what the SLA is - with a target deal-desk cycle time of less than 24 hours
- Build the deal review as a learning system: every exception, every approval, and every loss contains signal about where the pricing framework needs adjustment
Technical Pricing Analytics- Lead the Technical Pricing Analyst who processes and synthesizes margin improvement, win/loss, and deal velocity analytics and recommends adjustments to the guidance algorithm
- Own the analytical foundation the pricing function runs on: product family tagging accuracy, deal categorization completeness, and the data quality standards that make the guidance output trustworthy
- Translate analytics outputs into pricing strategy recommendations the selling organization can act on; the output of this function is a decision, not a report
Team Build and Operating Standard- Build and lead the Pricing and Deal Intelligence team: Technical Pricing Analyst (1) and Deal Intelligence Analysts (3); hire the team, set performance standards, and develop their capabilities over time
- Establish the operating standard for the pricing function: what a deal review looks like, how exception rates are tracked and reported, how algorithm updates are proposed and approved, and what the weekly cadence with sales leadership looks like
- Build a pricing function that sellers experience as a deal partner that makes them more competitive, not a compliance function that slows them down
QUALIFICATIONS & INTERESTS:- 8+ years of experience in pricing strategy, deal desk, revenue management, or commercial analytics, with at least 3 years in a senior role owning a pricing or deal intelligence function
- Demonstrated track record setting and managing pricing strategy in a complex B2B environment with a multi-product portfolio; has owned margin targets, not just pricing policies
- Hands-on deal desk experience: defining review thresholds, running deal reviews with sales leadership, managing exception governance, and tracking deal-level margin outcomes
- Analytical depth: comfortable interpreting pricing model outputs, win/loss data, and deal velocity signals and translating them into actionable strategy recommendations
- Track record of improving pricing discipline in environments where pricing was previously decentralized or rep-dependent; has moved an organization from gut-call pricing toward data-guided guardrails
- Player-coach orientation: this role requires personal involvement in deal reviews, algorithm interpretation, and weekly sales leadership engagement alongside managing a team of analysts
- Background in technology distribution, VAR, or systems integration - understands how deals are constructed in a multi-vendor, channel-intensive environment and how margin variance at the deal level accumulates into material EBITDA impact
- Experience owning or governing an analytical pricing tool, pricing algorithm, or CPQ platform in a B2B technology sales environment
- Experience working alongside a management consulting firm on a pricing transformation initiative: knows how to receive and sustain a consulting-designed pricing methodology independently after the engagement closes
- Familiarity with NetSuite or ConnectWise as CRM and quoting systems of record
- Experience in a high-accountability environment where pricing attainment was a senior leadership metric with defined targets and regular review cadences
Actual salary will be based on a variety of factors, including location, experience, skill set, performance, licensure and certification, and business needs. The range for this position in other geographic locations may differ. Certain positions may also be eligible for variable incentive compensation, such as bonuses or commissions, that is not included in the base salary.
Estimated Pay Range
$175,000-$225,000 USD
The Perks- Comprehensive medical, dental and vision plans for you and your dependents
- 401(k) Retirement Plan with Employer Match, 529 College Savings Plan, Health Savings Account, Life Insurance, and Long-Term Disability
- Competitive Compensation
- Training and development programs
- Major offices stocked with snacks and beverages
- Collaborative and cool culture
- Work-life balance and generous paid time off
