Director, Pricing Operations

Essential Functions & Responsibilities

The Director, Pricing Operations is a hands‑on owner of pricing and CPQ capabilities. This role is accountable for implementing, operating, and continuously improving pricing infrastructure, tools, and processes to ensure pricing decisions are accurate, scalable, and executable in the field.

This role partners closely with Sales, Customer Experience, and Operations to support pricing effectiveness. Success is defined by the quality, adoption, and performance of pricing and CPQ systems—and by how effectively those systems enable Sales to sell profitably.

This is a senior individual contributor role with high visibility and deep ownership of pricing execution, systems, and enablement.

Location: Indianapolis corporate office, hybrid schedule (4 days in office, 1 remote).

Pricing Operations & CPQ Ownership

• Own end‑to‑end pricing and CPQ operating model, including system configuration, governance, enhancements, and ongoing performance.
• Translate approved pricing strategies, policies, and guardrails into executable pricing and CPQ logic, workflows, approval paths, and controls.
• Lead the build, rollout, and optimization of pricing and CPQ software solutions in partnership with IT and Sales Operations.
• Ensure pricing data integrity, system accuracy, and compliance with pricing policies across all quoting activity.
• Serve as the primary business owner and subject matter expert for pricing and CPQ tools.

Commercial Enablement & Field Partnership

• Partner closely with Sales and commercial teams as the pricing operations expert, ensuring pricing tools and guidance support real‑world selling motions.
• Coach commercial teams on how pricing works in the system, why it works that way, and how to use it effectively in customer conversations.
• Support complex or high‑impact deals by advising on pricing structure, trade‑offs, and system‑supported options to enable better decision‑making.
• Gather feedback from commercial partners on pricing usability, system friction, and discount behavior, and convert insights into operational improvements.

Change Management & Adoption

• Lead change management efforts for new pricing policies, system enhancements, and CPQ capabilities.
• Develop playbooks, training, and documentation focused on practical adoption—not just policy awareness.
• Monitor pricing and CPQ usage, identify workarounds or resistance, and proactively address root causes.
• Treat system adoption and behavior change as core operational KPIs.

Pricing Analytics & Operational Insights

• Use analytics and reporting to monitor pricing performance, discount behavior, and system effectiveness.
• Build and maintain pricing models and simulations to assess revenue, margin, and behavioral impact prior to implementation.
• Ensure pricing execution aligns with margin targets, forecasting needs, and financial controls.
• Produce dashboards and reporting that connect pricing operations to commercial outcomes (e.g., price realization, win rates, deal velocity).
• Tackles additional duties as assigned to support the team and organization.

• Bachelor's degree in business, finance, economics, data analytics, or related field (required).

• 7+ years of experience in pricing operations, revenue operations, commercial finance or related field (required).
• Demonstrated ownership of pricing and/or CPQ system implementation and ongoing administration (required).
• Experience translating pricing policies into system logic, workflows, and governance models (required).
• Salesforce CPQ experience (preferred).

Arcwood offers stability you can count on and opportunities to grow. We provide steady work, competitive pay, and above‑market benefits that reflect the importance of what we do. As we continue to grow, you'll have the chance to build skills, take on new challenges, and build a career. When you join Arcwood, you join a team that honors its legacy, values hardworking people, and shows up every day to protect people, communities, and the future we share.

Arcwood is an Equal Opportunity Employer. Qualified applicants will receive consideration for employment without regard to disability or protected veteran status, in accordance with applicable federal laws.

A post‑offer drug screen and background check will be required.