Job SummaryAs the Senior Manager of Pricing Operations, you will lead a high-performing team responsible for driving price realization, strengthening governance, and enabling Sales and Business Desk teams to execute effective, value-based deals.
This role combines strategic leadership, operational rigor, and cross-functional partnership to ensure pricing discipline, improve deal outcomes, and scale consistent practices globally. You will be accountable for advancing pricing frameworks, embedding governance into deal processes, and delivering measurable improvement in price attainment and margin performance.
This role requires US Citizenship and is hybrid (3 days in office/week) in San Jose, CA.Job Requirements- Lead and develop a team responsible for price-getting strategy, governance execution, and deal support, setting clear priorities, operating rhythms, and performance expectations aligned to business objectives
- Partner with Sales, Business Desk, Finance, and Product teams to align pricing strategies with market and growth priorities
- Own and evolve pricing governance frameworks to ensure consistency, transparency, and accountability in deal execution
- Define guardrails, approval processes, and escalation paths to balance speed with discipline, while monitoring compliance to pricing policies
- Drive initiatives to improve price attainment, reduce unnecessary discounts, and reinforce value-based selling
- Enable Sales and Business Desk teams with clear guidance, tools, and insights to navigate pricing decisions
- Support training and change management efforts to drive adoption of pricing standards and capabilities
- Own the business strategy, roadmap, and governance for pricing systems and tools, ensuring systems effectively support pricing policies, approval workflows, and deal guardrails at scale
- Establish leading indicators and KPIs to track pricing effectiveness and deal quality, and provide executive reporting on price realization, governance adherence, and program impact
Qualifications and Requirements- Bachelor's degree in business, finance, economics, or a related field, Master's preferred
- 10-12 years of experience in pricing, sales operations, deal desk, or related functions
- 8+ years of people management experience
- Proven experience leading teams in pricing, deal desk, revenue operations, or related environments
- Strong track record of driving pricing governance, price realization, and margin improvement
- Experience owning or partnering on pricing systems (e.g., CPQ, CRM, pricing analytics tools)
- Strong analytical and problem-solving skills, with the ability to translate insights into business actions
- Excellent communication and presentation skills with the ability to influence senior stakeholders
- Preferred: Experience in enterprise technology or cloud environments, and background in pricing transformation or monetization strategy
Compensation:
The target salary range for this position is 170,000 - 253,000 USD. The salary offered will be determined by the candidate's location, qualifications, experience, and education and may be outside of this range. Final compensation packages are competitive and in line with industry standards, reflecting a variety of factors, and include a comprehensive benefits package. This may cover Health Insurance, Life Insurance, Retirement or Pension Plans, Paid Time Off, various Leave options, Performance-Based Incentives, employee stock purchase plan, and/or restricted stocks (RSU's), with all offerings subject to regional variations and governed by local laws, regulations, and company policies. Benefits may vary by country and region, and further details will be provided as part of the recruitment process.
