Pricing Strategy Manager

Job Description

The Pricing Strategy Manager will build and lead a dedicated pricing discipline that spans strategy, governance, execution, and tooling. This cross‑functional role is responsible for designing and operationalizing pricing frameworks that drive revenue growth, ensure margin discipline, and support strategic goals across Next Gen's software and services portfolio. This role will work closely with Finance, Sales, Product, Services, and Business Development on new pricing and packaging.

• Develop and refine SaaS pricing models (subscription tiers, usage‑based pricing, modular pricing) tailored to healthcare provider and payer markets.
• Lead pricing reviews to improve ARR, ACV, and gross margins.
• Implement value‑based pricing tied to measurable clinical, operational, or financial outcomes.
• Define objectives for the pricing strategy to address (e.g., competitor pressure, client attrition risk, deal velocity, prospect selling vs client upsell, etc.).
• Quantify the impact of new product capability.
• Align with product roadmap to anticipate upcoming pricing needs and integrate pricing into the commercialization process.

• Conduct research on healthcare SaaS competitors, including EHR, PM, RCM, interoperability tools, patient engagement platforms, and analytics solutions.
• Evaluate market segment needs (e.g., practice specialty, size, ownership, and other various attributes).
• Analyze customer adoption patterns, usage behaviors, and price sensitivity.
• Conduct hypothesis testing with clients and/or prospects.

• Build sophisticated models that incorporate churn, expansion revenue, discounting, and long‑term CLV.
• Create scenario modeling to evaluate the impact of pricing changes on ARR, renewal rates, and bookings.
• Collaborate with Finance to ensure pricing aligns with margin targets and cost‑to‑serve dynamics.
• Incorporate partner and other 3rd party contractual implications into the modeling.

• Partner with Product Management to align pricing with product roadmap and feature value.
• Support Sales with pricing guidance, CPQ rules, discount frameworks, and deal strategy.
• Work with Product Marketing to communicate value effectively.

• Establish pricing guardrails, discount policies, and approval workflows.
• Support sales enablement with pricing tools, value calculators, and client‑facing pricing narratives.
• Lead sales training on new pricing initiatives, product bundles, and promotions.
• Incorporate partner and other 3rd party contractual implications into the modeling.

• Define pricing exception handling guidelines (e.g., guiding principles and policies to abide by).
• Manage pricing exceptions and elevate outliers to senior leadership.
• Identify notable trends to inform pricing strategy.
• Participate in deal desk for a unified visibility of requests.
• Participate in renewal pricing "Win Room".

Monitor SaaS KPIs such as ARR, GRR, NRR, discounting, and margin impacts.

• Conduct A/B tests, elasticity studies, and segmentation analysis to optimize pricing.
• Provide executive reporting with actionable insights and recommendations.
• Inform policy enhancements.

Perform other duties that support the overall objective of the position.

• Bachelor's degree in business, Economics, Finance, Healthcare Administration, or related field.
• Or, any combination of education and experience which would provide the required qualifications for the position.

• 5-7 years in pricing, revenue operations, or strategy.
• 5+ years specifically in Healthcare SaaS, digital health, health IT, RCM, EHR/PM, or healthcare analytics solutions.
• Experience working with healthcare providers, payers, or regulatory environments (HIPAA, interoperability standards).
• Direct experience in transitioning legacy software pricing (e.g., perpetual or maintenance models) to SaaS subscription models and is comfortable navigating complex, evolving pricing scenarios.

• Deep understanding of SaaS metrics (ARR, MRR, churn, NRR, ACV,…