Director of Pricing Operations

Director, Pricing Operations

The Director, Pricing Operations is a hands-on leader responsible for owning pricing operations 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 easily executed by commercial teams.

Working closely with Sales, Customer Experience, Operations, IT, and Finance, you'll translate pricing strategy into operational execution through systems, governance, automation, and process improvement.

Success is measured by the quality, adoption, and performance of pricing and CPQ systems, and by how effectively those systems enable profitable commercial execution.

This is a highly visible senior individual contributor role with significant ownership over pricing systems, commercial enablement, and pricing operations.

Location:

Indianapolis, IN (Hybrid)

Pricing Operations & CPQ Leadership

• Own the end-to-end pricing and CPQ operating model, including system configuration, governance, enhancements, and ongoing optimization.
• Translate pricing strategies, policies, and business rules into scalable pricing logic, workflows, approval processes, and system controls.
• Lead implementation, rollout, and continuous improvement of pricing and CPQ solutions in partnership with IT and Sales Operations.
• Ensure pricing data integrity, system accuracy, and compliance across all quoting activities.
• Serve as the primary business owner and subject matter expert for pricing and CPQ platforms.

Commercial Enablement

• Partner closely with Sales and commercial teams to ensure pricing tools support real-world selling motions.
• Train and coach commercial teams on pricing systems, processes, and best practices.
• Support complex commercial opportunities by advising on pricing structures, system capabilities, and governance.
• Gather feedback from business partners and translate operational challenges into scalable process improvements.

Change Management

• Lead adoption of new pricing policies, system enhancements, and CPQ capabilities.
• Develop training materials, playbooks, and documentation that drive practical adoption.
• Monitor user adoption, identify process gaps, and address root causes of system workarounds.
• Drive continuous improvement across pricing operations and commercial workflows.

Analytics & Performance

• Monitor pricing performance, discount behavior, and pricing system effectiveness through reporting and analytics.
• Build pricing models and scenario analyses to evaluate revenue, margin, and commercial impact.
• Develop dashboards that measure pricing execution, price realization, deal velocity, and other commercial KPIs.
• Ensure pricing operations align with financial objectives, forecasting requirements, and governance standards.

Qualifications

Required

• Bachelor's degree in Business, Finance, Economics, Analytics, or a related field.
• 7+ years of experience in Pricing Operations, Revenue Operations, Commercial Finance, or a related discipline.
• Proven ownership of pricing and/or CPQ platforms, including implementation, administration, and continuous improvement.
• Experience translating pricing strategies into system logic, workflows, governance, and approval processes.
• Strong cross-functional collaboration skills with Sales, IT, Finance, and Operations.

Preferred

• Salesforce CPQ or similar enterprise CPQ platform experience.
• Experience leading pricing systems transformation and process automation initiatives.
• Strong analytical skills with experience measuring pricing performance and commercial outcomes.