Senior Pricing Strategist

Senior Pricing Strategist at Camunda

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We are seeking a Senior Pricing Strategist to own complex account pricing strategy across our go-to-market organization. This role will act as a strategic partner to Sales VPs by region, supporting high‑value, non‑standard, and executive‑level deals.

This position replaces pricing responsibilities previously owned by our Head of Sales and represents a step‑change in how we approach deal pricing, discount strategy, and commercial negotiations. The Senior Pricing Strategist will bring structure, rigor, and executive‑level judgment to pricing decisions while balancing revenue growth, margin protection, and long‑term customer value. It is a pricing strategy leadership role with direct influence on how we price, negotiate, and close our most important deals.

• Serve as the primary pricing strategist for complex, high‑impact deals (large enterprise, multi‑year, global, or non‑standard structures).
• Partner directly with Sales VPs by region to shape pricing strategy, discount positioning, and commercial trade‑offs.
• Lead pricing strategy for executive‑level negotiations, including renewals, expansions, restructures, and strategic accounts.
• Ensure pricing decisions align with long‑term ARR growth, margin targets, and customer lifetime value.

• Act as a trusted advisor to Sales Leadership, CRO, Finance, and Deal Desk on pricing and commercial strategy.
• Provide clear recommendations—not just analysis—on how to structure deals to win while protecting the business.
• Step into VP‑level pricing ownership previously handled by Sales leadership, bringing consistency and repeatability.

• Develop and evolve pricing frameworks, discount guardrails, and escalation paths for complex deals.
• Define when and how exceptions are made—and ensure they are intentional, documented, and measurable.
• Support regional Sales leaders with guidance that balances flexibility with governance.

• Partner closely with Deal Desk, Finance, Legal, Rev Ops, and FP&A to ensure pricing strategies are operationally executable.
• Ensure pricing decisions flow cleanly through quoting, contracting, billing, and revenue recognition systems.
• Influence tooling, processes, and data models to support scalable pricing decision‑making.

• Analyze pricing trends, discount behavior, and deal outcomes to inform future strategy.
• Provide targeted enablement to Sales VPs and senior AEs on pricing strategy, negotiation levers, and commercial trade‑offs.
• Translate complex pricing concepts into clear, executive‑ready guidance.

• Sales VPs view you as a strategic partner, not a gatekeeper.
• Complex deals close faster with clearer pricing strategy and fewer last‑minute escalations.
• Discounting becomes more intentional and defensible.
• Executive pricing decisions are consistent, documented, and aligned to company strategy.
• The business no longer relies on ad‑hoc pricing judgment from Sales leadership alone.

• Ability and/or willingness to use our product.
• 8–12+ years of experience in Pricing Strategy, Deal Strategy, Revenue Operations, Field Finance, or Commercial Strategy within a SaaS or subscription‑based business.
• Proven experience supporting enterprise or strategic deals with complex pricing structures.
• Deep understanding of SaaS metrics (ARR, TCV, ACV, renewals, expansions, multi‑year contracts).
• Experience partnering with Sales VPs, CROs, and executive leadership.
• Strong commercial judgment and ability to balance growth, margin, and customer value.
• Exceptional communication skills—able to influence without authority.

• Experience in high‑growth or scaling SaaS environments.
• Background in Deal Desk, Pricing, Finance, or Sales Strategy.
• Exposure to global sales models and regional pricing dynamics.
• Experience influencing pricing strategy across multiple GTM motions (new business, renewals, expansions).

We offer competitive, fair, and transparent compensation.…