[Remote] Senior Pricing Strategy & Operations Manager
Note: The job is a remote job and is open to candidates in USA. Tungsten 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 role is critical within the Strategy and Growth Operations team, responsible for designing and executing pricing strategies, leading the annual pricing process, and ensuring pricing decisions translate into measurable business impact.
Responsibilities
- 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
- 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
- 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
- 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
- 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
Skills
- 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
- 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
Company Overview