Director, Pricing Operations

Director, Pricing Operations

Every advancement—from the products we use to the medicines and technologies we depend on—creates waste that must be handled responsibly. For more than 50 years, Arcwood Environmental has helped organizations across the United States manage the byproducts of progress safely and thoughtfully. With deep expertise and innovative waste management technology across a growing nationwide footprint, Arcwood protects people, communities, and the environment through work that often happens behind the scenes.

We've reached a unique point as a company: big enough to deliver broad capability and consistent performance, while striving to be nimbler and more responsive to our customers' evolving needs. Come join Arcwood and be part of our legacy of environmental leadership!

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:

This position is based in our Indianapolis corporate office, we offer a hybrid schedule with 4 days in the office and 1 day remote.

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

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

• Leads change management efforts for new pricing policies, system enhancements, and CPQ capabilities
• Develops playbooks, training, and documentation focused on practical adoption—not just policy awareness
• Monitors pricing and CPQ usage, identifies workarounds or resistance, and proactively addresses root causes
• Treats system adoption and behavior change as core operational KPIs

• Uses analytics and reporting to monitor pricing performance, discount behavior, and system effectiveness
• Builds and maintains pricing models and simulations to assess revenue, margin, and behavioral impact prior to implementation
• Ensures pricing execution aligns with margin targets, forecasting needs, and financial controls
• Produces dashboards and reporting that connects pricing operations to commercial outcomes (e.g., price realization, win rates, deal velocity)
• Takes on 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…