Director, Pricing Strategy and Operations

What You Bring

• Demonstrated expertise in Deal Desk, Pricing, Revenue Operations, Commercial Operations, FP&A, Commercial Finance, or related business functions (typically gained over 10–12+ years)
• Experience leading teams, programs, or cross-functional operational functions (typically 5+ years)
• Experience with complex B2B sales motions, including new business, renewals, expansions, and cross-sell transactions
• Expertise in Deal Desk operations, pricing governance, quote-to-booking workflows, commercial approvals, and process design
• Experience working with Salesforce, DealHub CPQ, or comparable CPQ/CRM platforms
• Solid grasp of how pricing structures, commercial terms, ACV, and contract structures impact forecasting and revenue recognition
• Strong analytical and problem-solving skills, with a track record of using operational data to improve business processes and decisions
• Ability to influence senior stakeholders across Sales, Finance, Legal, Customer Success, Product, and Revenue Operations
• Success Outcomes
• First 90 Days
• Build a working understanding of Varicent's pricing structure, commercial processes, systems landscape, and quote-to-booking workflows.
• Establish strong relationships with Sales, Customer Success, Finance, Legal, Product, and Revenue Operations stakeholders.
• Assess current Deal Desk processes, governance controls, approval workflows, and reporting capabilities.
• Identify opportunities to improve deal execution efficiency, data quality, and process consistency.
• Within 6 Months
• Roll out clear governance frameworks, approval structures, and operational standards across the Deal Desk function.
• Raise quote quality, pricing accuracy, and first-pass approval rates while cutting rework and processing delays.
• Set up consistent forecasting workflows with Finance using Deal Desk insights and commercial data.
• Strengthen data integrity and alignment across Salesforce, CPQ platforms, pricing tools, and related systems.
• Develop scalable team operating rhythms and performance metrics aligned to business objectives.
• Within 12 Months
• Position Deal Desk as a go-to strategic partner across Go-To-Market, Finance, and Executive teams.
• Show measurable gains in deal cycle times, pricing governance, compliance, and forecasting accuracy.
• Deliver scalable quote-to-booking processes that support growth while maintaining strong controls and audit readiness.
• Build a high-performing Deal Desk organization with clear accountability and operational excellence.
• Create a sustainable operating model that supports revenue growth, profitability objectives, and commercial scalability.
• This posting is for a existing vacancy.
• This hiring process utilizes artificial intelligence tools to assist in candidate screening and assessment. Our AI tools are designed to complement — not replace — human decision-making.
• Overview of Benefits:
• Health & Wellness — Comprehensive medical, dental, and vision coverage tailored to your local needs
• Time Off — PTO and public holidays to rest, recharge, and do what matters most
• Volunteer Days — Dedicated time to give back and support the communities that matter to you
• Ignite Days — Dedicated learning days to support continuous growth, skill development, and professional learning
• Financial — Compensation that reflects your market and your value
• Retirement — Retirement plans designed to help you build long-term financial security
• Tuition Assistance — Invest in your growth with support for continuing education and professional development
• Flexibility — Work where you thrive, with remote and hybrid options available across most regions