Director of Pricing

Role Overview

The Director of Pricing is a senior commercial and analytical leader responsible for owning Cendyn’s end-to-end pricing strategy across our SaaS portfolio. This is not a deal compliance role; it is a strategic function that sits at the intersection of Product, Finance, Sales, and Customer Success, directly influencing revenue growth, competitive positioning, and customer lifetime value.

This is a position with considerable responsibility and high exposure within the organization and directly impacts client retention, company revenue and EBITDA through focus on business strategy and process for discounts, RFPs, renewals, new business, contract extensions, amendments, etc.

You will define how Cendyn packages and monetizes its products, set and defend pricing in the market, govern deal structuring and discounting, and build the systems and analytics needed to price with confidence cess in this role requires equal parts strategic thinking, commercial rigor, and hands‑on execution.

• Own and evolve Cendyn’s pricing strategy across the full product portfolio, including defining pricing models (per-property, per-seat, usage-based, tiered, or hybrid) appropriate to each product and segment.
• Build and maintain a value-based pricing framework grounded in customer willingness‑to‑pay, competitive benchmarking, and Cendyn’s strategic positioning.
• Lead annual and periodic price reviews, including list price updates, and manage the communication and commercial approach for price increases across the customer base.
• Partner with Product on pricing model design for new products, features, and acquisitions; ensuring monetization strategy is embedded early in the product development cycle.
• Develop and maintain packaging and bundling strategy across Cendyn’s portfolio, including tier design (e.g., Starter, Professional, Enterprise) and cross‑sell/upsell pricing logic.

• Design pricing models for AI and agentic capabilities embedded in Cendyn products, balancing customer value, infrastructure cost (compute, inference, third‑party model usage), and competitive defensibility.
• Establish a clear point of view on usage‑based, outcome‑based, and consumption‑based monetization for AI features, and partner with Finance and Product to model unit economics at scale.
• Track how competitors in hospitality SaaS are pricing AI capabilities and translate that intelligence into proactive pricing recommendations.
• Partner with Operations and Product to ensure pricing structures for AI features remain commercially viable as model costs and infrastructure economics evolve.

• Partner with the Pricing and Contracts Office across Field Sales, Key Account Management, Inside Sales, and Account Directors.
• Partner with senior leaders of Sales and Finance to drive deal strategy and pricing for sales teams, and leaders as it relates to product, technology, implementation, etc.
• Own pricing‑related deal governance process and approvals on quotes, ensuring adherence to pricing strategy, discount limits, and exception‑handling processes.
• Guide field teams and PCO colleagues on deal structuring for new business, add‑ons, upsells, and renewals, aligning financial outcomes with Cendyn’s targets, corporate strategy, and contractual constraints.
• Design a standardized, scalable deal evaluation framework, tools, and approval workflows to reduce sales cycle time and increase velocity to close.
• Provide confident, evidence‑based rationale for deals rejected due to pricing policy or discount breaches, and act as a constructive partner; not a gatekeeper; to the field.

• Develop a deliberate renewal pricing strategy, including uplift targets, multi‑year incentive structures, and approaches for contract consolidation across multi‑product customers.
• Partner with Customer Success to align pricing strategy with churn risk signals; defining clear guidance on when to flex pricing and when to hold firm.
• Build pricing playbooks for expansion scenarios (new properties, seat additions, module upgrades) that empower CS and Account…