Job DescriptionTungsten Automation is elevating its pricing discipline and investing in a more strategic, data-driven, and commercially aligned pricing function across its enterprise SaaS portfolio.
This is a critical role within Tungsten's Strategy and Growth Operations team, which drives alignment and execution of the company's strategic priorities across Product, Sales, Finance, and Go-To-Market functions. The role is responsible for designing and executing pricing strategies, leading the annual pricing process, building pricing analytics, and ensuring pricing decisions are implemented consistently and translate into measurable business impact.
This is a strategic, highly visible, and hands-on role, ideal for someone who can both create the pricing framework and execute it.
Key Responsibilities
1. Lead Pricing Strategy & Portfolio Design - Develop product- and segment-specific pricing and packaging strategies across Tungsten's portfolio.
- Evaluate market trends, competitive insights, customer value drivers, and product performance.
- Partner with Product, Sales, and Finance on pricing structures for new offerings, product tiers, bundles, usage models, and data products.
2. Develop Insight-Led Pricing & Customer Value Analysis - Analyze customer usage, transaction data, segmentation, and discounting behavior to surface pricing opportunities.
- Conduct customer and partner research to understand value drivers and willingness to pay.
- Support early value-based pricing pilots in partnership with Product and Finance.
3. Drive Commercial Execution & Enablement - Ensure pricing strategies are adopted and executed effectively across Sales, Channel, Customer Success, and RevOps.
- Create enablement materials, deal guidance, ROI narratives, and pricing communications.
- Strengthen discount governance and support improvements in realized price and deal economics.
4. Improve Pricing Structure & Clarity - Simplify and modernize pricing architecture to improve customer and partner understanding.
- Lead SKU rationalization, pricing structure improvements, and cross-portfolio consistency initiatives.
- Build repeatable pricing processes, templates, and governance mechanisms.
5. Provide Leadership within the Pricing Operations Cycle - Run the annual pricing cycle, including modeling, analysis, cross-functional alignment, and field readiness.
- Partner with the Pricing Operations Lead to ensure pricing changes are accurately reflected in the Global Price List (GPL), CPQ, and go-to-market systems.
Required ExperienceRequired- 7-12 years of experience in enterprise B2B software pricing.
- Hands-on experience designing SaaS pricing models, pricing frameworks, and packaging strategies.
- Strong financial and pricing modeling capability; expert with Excel or equivalent tools.
- Demonstrated success collaborating across Product, Sales, Finance, Channel, and RevOps.
- Ability to influence senior stakeholders through strong communication and structured problem-solving.
- Experience supporting or running an annual pricing cycle or similar cross-functional commercial process.
- Strong business judgment and commercial acumen; able to connect pricing strategy to revenue outcomes.
- Utilizes AI-enabled tools (e.g., chatbots, document automation, analytics assistants) to improve efficiency, accuracy, and streamline routine tasks while following company AI governance and data privacy standards
Preferred - Experience in companies ranging from mid-market to large enterprise SaaS (e.g., ~$400M-$1B+).
- Prior exposure to value-based pricing frameworks or customer value analysis.
- Familiarity with channel/partner-driven businesses.
- MBA or equivalent advanced business training.
- Prior people leadership or mentoring experience.
Candidate Profile ("What Great Looks Like") - A hybrid strategist-operator: strong conceptual thinker who is also highly execution-oriented.
- Thrives in cross-functional environments and excels at gaining alignment.
- Comfortable with ambiguity and skilled at introducing structure, clarity, and repeatable processes.
- Strong communicator with the ability to simplify complex pricing topics for diverse audiences.
- Action-oriented, commercially minded, and driven by measurable business impact.
Reporting & Interfaces - Reports to: Sr. Director, Strategy & Development
- Collaborates with: Product, Sales, Channel, Finance, RevOps, Customer Success, Strategy, and GTM leadership
Skills & Knowledge - Deep understanding of SaaS pricing and monetization models.
- Advanced analytical and financial modeling skills.
- Executive communication & presentation strength.
- Ability to manage multiple complex initiatives simultaneously.
- Strong critical thinking and structured problem-solving.
- Skills in prompting AI systems and assessing output quality
- Ability to leverage AI to ideate, develop, and scale to the needs of their department
The base salary range for this role, across the US, is $187,000 - $225,000. Your actual base pay within this range will be determined by your work location as well as skills, qualifications, experience, and relevant education/training. The range provided reflects only the base salary for the role and does not include benefits. 
