JOB OVERVIEWAs the Senior Director of Pricing & Commercialization, you will build and lead AvidXchange's new Pricing and Commercialization function. You will own and develop the commercial strategy end to end: designing the pricing architecture, establishing operating governance, driving alignment across a complex set of internal partners, and serving as the executive-facing decision-maker when commercial constraints conflict.
WHAT YOU'LL DOCommercial Strategy & Seller Economics- Own and develop the commercial strategy for AvidXchange - including the framework that governs how products are priced, packaged, credited, and sold across all revenue streams
- Serve as the decision-maker when packaging, crediting, pricing, and system constraints conflict across the organization; own the decision rights others escalate to
- Lead seller economics end to end - including the revenue bookings
- Define crediting strategy across all revenue streams and partner relationships
- Lead commercial readiness work ahead of the diligence window; own the working relationship with Corpay sales planning and analysis
- Identify, advocate for, and drive change initiatives with direct impact on commercial outcomes - including challenging existing processes where they create friction or inconsistency
- Build, lead, and develop the Pricing & Commercialization function
Pricing, Offer Design & Governance- Own frontbook, backbook, supplier, and partner pricing across the AvidXchange portfolio
- Set and enforce discount governance: floors, bands, approval thresholds, and exception paths - with accountability for exception volume trending down
- Drive packaging and offer construction - simple enough that Sales can execute without custom enablement per deal
- Set promotional pricing strategy and responsiveness to market conditions
- Establish and oversee the pricing research program, including conjoint analysis and willingness-to-pay studies
Commercial Requirements, Architecture & Measurement- Define commercial requirements for CPQ, billing, quoting, and legal - this function sets requirements; partner teams build to them
- Own partner attribution architecture: how partner revenue resolves to the buyer for reporting and crediting
- Own the commercial scorecard: price realization by product and channel, discount exception reporting, post-launch performance - with accountability for the data holding up under internal and external scrutiny
WHAT WE'RE LOOKING FOR- University degree or equivalent experience, and 10-12+ years in pricing, commercial strategy, or go-to-market roles, with at least 3-4 years in a leadership capacity
- Demonstrated ability to build, own, and scale a function - including identifying change initiatives and advocating for them with senior leadership
- Deep experience defining commercial requirements across pricing, packaging, CPQ, and crediting in a SaaS or fintech environment
- Strong analytical foundation - comfortable with pricing models, margin analysis, and pricing research methodology
- Proven ability to communicate with executive leadership on matters of strategic importance and influence business decisions at the senior level
- Ability to influence others to accept new concepts, practices, and approaches across a matrixed organization
- Collaborative operating style - establishes the commercial model, then holds partner functions accountable for executing to it
- Advanced business knowledge and leadership capability; mastery within pricing or commercial strategy with broad understanding across related disciplines
Preferred Experience, Qualifications, and Skills- Experience in payments, AP automation, or financial technology
- Familiarity with CPQ platforms (Salesforce CPQ preferred) and deal desk workflows
- Prior experience supporting M&A diligence or corporate development processes
- Background in formal pricing research methods including conjoint analysis and willingness-to-pay studies
What you'll get: AvidXchange teammates (we call them AvidXers) get the perks and prestige of a growing tech company paired with the flexibility of a founder-led startup. We help our AvidXers develop as professionals and as human beings, providing work/life balance, development programs, and competitive benefits. At AvidXchange, we are building more than a tech company - we are building an experience. We remain committed to a culture where you can fully be 'you' - connected with others, chasing big goals, and making a meaningful impact. If you want to help us grow while realizing your potential and creating stories you'll tell for years, you've come to the right place.
AvidXers enjoy: - 18 days PTO*
- 11 Holidays (8 company recognized & 3 floating holidays)
- 16 hours per year of paid Volunteer Time Off (VTO)
- Competitive Healthcare
- High Deductible Heath Plan Option that has $0 monthly premium for teammate-only coverage
- 100% AvidXchange paid Dental Base Plan Coverage
- 100% AvidXchange paid Life Insurance
- 100% AvidXchange paid Long-Term Disability
- 100% AvidXchange paid Short-Term Disability
- Employee Assistance Program (EAP) - Provides counseling services, legal and financial consultations and health advocacy for Teammates and their eligible dependents
- Onsite Health Clinic with Atrium Health - available to Teammates and their eligible dependents
- 401(k) Match: 100% match on the first 3% of your salary, plus 50% match on the next 2%
- Parental Leave: 8 weeks 100% paid by AvidXchange**
- Discounts on Pet, Home, and Auto insurance
- WeeCare Childcare Service: helps teammates find affordable daycare, childcare, and tutors 40% less expensive than traditional daycare centers
- Perks at Work: free discount program that provides teammates the opportunity to save on items from electronics, movie tickets, car buying, vacations, and more
- Onsite gym fitness center, yoga studio, and basketball court
- Tuition Reimbursement up to the federal maximum of $5,250***
- Hybrid Workplace Flexibility
- Free parking
*Fully granted from beginning of year, pro-rated if hired mid-year
**Must be full-time for at least 3 months
***Must be full-time for at least one year
