Job Description:
The Head of Pricing reports to the Chief Revenue and Transformation Officer and will lead Crowe’s firmwide pricing capability. This leader will help partners and business leaders price work based on value delivered, market dynamics, client needs, and delivery economics—not only bottom-up billable-hours buildups. The role will support Crowe’s Value Creation Plan (VCP) by building practical pricing processes, market insights, analytics, and tools that help business unit (BU), delivery unit (DU), partner, and seller teams price to win attractive work while protecting client trust and long-term relationships.
Roles & Responsibilities:- Build and scale Crowe’s pricing capability: Define the pricing function’s mandate, priorities, operating rhythm, decision support model, and ways of working in partnership with the Chief Revenue and Transformation Officer, partners, BU and DU leaders, Finance, Revenue Operations (RevOps), Marketing, Information Technology (IT), and client-facing teams.
- Enable value-based pricing for new work: Develop practical tools, pricing ranges, decision aids, and training that help partners and client teams price to win new engagements based on value delivered, scope, risk, urgency, complexity, market alternatives, competitive dynamics, delivery model, and client lifetime value.
- Support renewal and annuity pricing: Help partners prepare for renewal conversations with clear facts, value narratives, client history, market context, and options that balance price realization with retention, service quality, relationship strength, and long-term client profitability.
- Create pricing analytics and key performance indicators: Develop dashboards and metrics that help leaders understand pricing performance, including true price realization, scope expansion, mix, discounting, win/loss, retention, renewal economics, and revenue and margin trends by client account. Where possible, separate volume growth, scope growth, mix, and price growth so leaders can see what is driving results.
- Coordinate practical pricing guardrails and guidance: Create fast, partner-friendly guidance for discounts, exceptions, concessions, urgent work, strategic accounts, bundles, cross-sell opportunities, and one-off projects. Preserve appropriate partner judgment while making pricing decisions more consistent, transparent, and grounded in market and client value.
- Develop offering, bundle, and pricing architecture: Partner with service-line and BU leaders to build a practical hierarchy of services, offerings, bundles, cross-sell packages, one-off work, and stock keeping units (SKUs), with clear pricing parameters that reflect value delivered, market dynamics, competitive benchmarks, cost-to-serve, delivery economics, and the cost and value of artificial intelligence (AI) tools where relevant.
- Equip partners and sellers with pricing confidence: Provide simple value narratives, talking points, market intelligence, price-to-win guidance, negotiation support, and responses to common client or procurement questions. Help partners and sellers win attractive work by explaining pricing in relation to business outcomes, expertise, service quality, risk reduction, responsiveness, AI, offshore delivery, efficiency, and the broader value Crowe provides.
- Embed pricing into commercial workflows and technology: Partner with RevOps, Finance, IT, Marketing, and business leaders to integrate pricing guidance into Customer Relationship Management (CRM) data, Configure, Price, Quote (CPQ) capabilities, account planning, forecasting, proposal processes, and dashboards in ways that are easy to use and do not slow response times to clients or prospects.
- Support adoption through influence and enablement: Build trust with partners and client-facing teams by making pricing support practical, responsive, and useful. Use pilots, training, feedback loops, and best-practice sharing to improve the approach before broader rollout and to encourage adoption across the firm.
- Measure impact and communicate trade-offs: Track progress against pricing goals, surface risks and opportunities, and prepare concise leadership updates that clarify trade-offs among realization, win rate, margin quality, retention, client relationships, and long-term firm value.
Ideal Experience and Qualifications:- Pricing leadership: 10+ years of experience in pricing, revenue management, commercial strategy, deal desk / commercial operations, management consulting, or a related discipline, with meaningful experience leading pricing work in a business-to-business services environment.
- B2B services pricing expertise: Deep practical experience with value-based pricing in business-to-business services, ideally including professional services, consulting, advisory, financial services, software / technology-enabled services, or other complex relationship-led environments.
- Pricing capability and governance experience: Track record building or materially improving pricing processes, governance, decision support, discount guidance, analytics, and tools that partner-led or relationship-led organizations actually use.
- Analytical and modeling strength: Strong analytical capabilities, including price waterfalls, sensitivity analysis, margin analysis, win/loss analysis, renewal cohorts, client profitability, discount analytics, and executive-ready insights.
- Commercial acumen and price-to-win judgment: Strong judgment on how to balance price realization, win rate, retention, client lifetime value, competitive dynamics, relationship strength, and long-term value.
- Complex commercial environment exposure: Experience in a scaled, matrixed, multi-service or multi-product business-to-business environment; professional services, consulting, financial services, or private-equity-backed transformation experience is a plus.
- Pricing technology and data fluency: Experience with CRM data, CPQ platforms, pricing analytics, workflow design, dashboards, data quality, governance, automation, and the practical use of AI, including how AI tool and token costs affect pricing where relevant.
- Executive influence and cross-functional partnership: Demonstrated ability to influence senior partners, client-facing leaders, Finance, IT, Marketing, Legal, RevOps, and executive stakeholders through practical advice, credibility, and clear communication.
- Education: Bachelor’s degree is required; Master of Business Administration (MBA) or advanced degree in finance, economics, analytics, business, or a related field preferred but not required.
What you Bring:- Commercially pragmatic and partner-friendly, with the credibility to help senior client-facing leaders price to win without being overly academic or theoretical
- Fact-based and highly analytical, with a bias toward using data to improve judgment rather than creating process for its own sake
- Strong communicator who can turn complex pricing dynamics into simple guidance, talking points, and decisions that partners can use with clients
- Client-centered and values-driven, balancing pricing ambition with trust, service quality, retention, and long-term relationships
- Collaborative One Crowe leader who builds trust across business units, delivery units, and functions
- Curious and current on market dynamics, competitive pricing trends, AI, automation, offshore delivery, and emerging pricing technologies
- High-judgment prioritizer who knows when to create guardrails, when to preserve flexibility, and how to keep pricing processes fast and practical
We expect the candidate to uphold Crowe’s values of Care, Trust, Courage, and Stewardship. These values define who we are. We expect all of our people to act ethically and with integrity at all times.
The wage range for this role takes into account the wide range of factors that are considered in making compensation decisions including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. At Crowe, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case. A reasonable estimate of the current range is $187,500.00 - $395,200.00 per year.
Our Benefits:
Your exceptional people experience starts here. At Crowe, we know that great peopleare what makes a great firm. We care about our people and offer employees a comprehensive total rewards package.
How You Can Grow:
We will nurture your talent in an inclusive culture that values diversity. You will have the chance to meet on a consistent basis with your Career Coach that will guide you in your career goals and aspirations. Learn more about where talent can prosper!
More about Crowe:
Crowe provides professional services through two separate entities: Crowe LLP delivers audit and attest services, and Crowe Advisory LLC provides tax, advisory, consulting, and other nonattest services.
The Crowe Global network consists of more than 300 independent accounting and advisory services firms in more than 150 countries around the globe, making it one of the largest accounting networks in the world.* As independent members of Crowe Global, Crowe LLP and Crowe Advisory LLC serve clients worldwide.
*As of July 2026.
