Job DescriptionXBP Americas partners with banks, insurers, healthcare organizations, and government agencies across the United States to modernize how they manage mail, documents, payments, and back-office transactions. As the business moves toward a more disciplined, market-informed approach to pricing, we are looking for a Director, Pricing Strategy who brings a strong commercial and business development lens to manage how XBP Americas prices its solutions in the U.S. market.
This is a business-first role. The right person understands how U.S. buyers in regulated, high-volume industries evaluate value, negotiate contracts, and make purchasing decisions, and can translate that understanding into pricing structures, proposals, and deal support that win business while protecting margin. This person will work closely with Sales, Business Development, Delivery, and Account Management on new logos, renewals, and expansion opportunities, and will be a trusted voice in shaping how XBP Americas positions its value against competitors in the U.S. business process outsourcing and automation market.
Candidates should come from a business, sales, or commercial background, and should be as comfortable in a client meeting as they are building a pricing recommendation.
Pricing Strategy & Market Positioning- Develop and maintain a U.S.-market-informed pricing strategy for XBP Americas' core service lines, digital mailroom, document and imaging management, transaction and payments processing, and related business process outsourcing/automation offerings, grounded in competitor positioning, customer willingness-to-pay, and industry norms.
- Monitor U.S. market trends, competitor pricing approaches, and buyer expectations across banking, insurance, healthcare, Oil & Gas, Manufacturing, Logistics, Federal and government verticals, and translate findings into practical, actionable pricing recommendations.
- Build and maintain simple, usable pricing frameworks and rate guidance that Sales can apply confidently on day-to-day deals without needing a pricing analyst involved in every conversation.
- Improve existing pricing tools, processes and pricing approval workflows for Sales.
Deal & Business Development Support- Partner directly with Sales and Business Development leaders on pricing for new business pursuits, RFP responses, contract renewals, and upsell/cross-sell opportunities.
- Help structure commercial terms, pricing models, packaging, discount structure, that are competitive in the U.S. market while protecting XBP Americas' margins.
- Participate directly in client-facing conversations and proposal presentations when pricing rationale needs to be explained, justified, or negotiated.
- Coach account executives and business development managers on value-based selling and how to have pricing conversations confidently with U.S. clients.
Pricing Governance & Business Analysis- Maintain pricing guardrails, discount approval thresholds, and standard packaging to keep deals consistent, competitive, and defensible.
- Review deal economics at a business level, margin, deal size, contract term, to flag risk and recommend adjustments before contracts are signed; escalate complex or high-risk deals for deeper financial modeling rather than building that modeling personally.
- Track win/loss patterns and client feedback on pricing, and use those insights to continuously refine XBP Americas' U.S. pricing approach.
Cross-Functional Collaboration- Serve as the connective tissue between Sales, Finance, and Operations on pricing questions, keeping the process fast and practical for the sales team.
- Represent the voice of the U.S. market and the U.S. sales organization in any broader, global pricing discussions led by corporate or global pricing functions.
Experience & Background- 7-10+ years of experience in pricing, sales, business development, account management, or commercial strategy roles, ideally within BPO, BPM/BPS, document or mail management, fintech, or related B2B services industries serving the U.S. market.
- Strong understanding of how U.S. enterprise buyers, in banking, insurance, healthcare, oil & gas, manufacturing, auto, logistics, Federal and government, evaluate vendors, negotiate contracts, and make purchasing decisions.
- A track record of partnering with sales teams to win and price new business, not solely analyzing pricing in isolation from the deal.
- Comfortable with business-level financial analysis (margin, deal economics, return on investment) using standard tools such as Excel; a deep quantitative, statistical, or AI/ML modeling background is not required and not the focus of this role.
- Bachelor's degree in Business Administration, Marketing, Business Development, Economics, or a related business discipline. An MBA is a plus but not required.
- Based in the United States, with strong first-hand knowledge of U.S. market dynamics, buyer behavior, and competitive landscape.
Key Skills & Competencies- Business & Commercial Acumen, understands how pricing decisions connect to revenue, margin, and win rate; thinks like a business owner, not just an analyst.
- U.S. Market Fluency, deep familiarity with how U.S. buyers in regulated, document- and transaction-intensive industries make purchasing decisions.
- Sales & Business Development Partnership, comfortable working side-by-side with sales and BD teams, including direct client interaction and proposal presentations.
- Communication & Influence, explains pricing rationale clearly to internal stakeholders and clients alike, without over-relying on technical or quantitative jargon.
- Negotiation, skilled at structuring commercial terms that work for both the client and XBP Americas.
- Pragmatic Analytics, uses data and business judgment together; comfortable with Excel-level analysis and is not expected to build pricing algorithms or machine learning models.
