Senior Director​/Head of Pricing & Commercialization

Overview

We are Progress (Nasdaq: PRGS) - the trusted provider of software that enables our customers to develop, deploy and manage responsible, AI-powered applications and experiences with agility and ease. We’re proud to have a diverse, global team where we value the individual and enrich our culture by considering varied perspectives because we believe people power progress. Join us as a Senior Director/Head of Pricing & Commercialization.

This will be a hybrid role, working between your home office and our Burlington MA headquarters.

Senior Director/Head of Pricing & Commercialization to elevate pricing from a functional discipline into a core enterprise growth lever. This leader will own the company’s monetization strategy, drive commercialization excellence across a multi-product portfolio, and embed pricing discipline across Product, Finance, Sales, and Operations. Acting at the intersection of strategy and execution, the role will define how our products are priced, packaged, launched, and scaled.

This position is pivotal in driving predictable ARR growth, improving margin performance, and ensuring pricing consistency and transparency across the organization. This is a high impact, high visibility leadership role for a forward thinking operator who brings both strategic depth and operational rigor.

• Enterprise Pricing & Monetization Strategy
  • Own the company-wide pricing and monetization strategy across products, segments, and business units (subscription, usage, perpetual, hybrid, open source).
  • Define pricing principles, guardrails, and value-based frameworks that balance growth, competitiveness, and long-term value creation.
  • Evaluate and optimize portfolio-level pricing decisions, ensuring coherence and disciplined execution.
  • Drive standardization of renewal pricing, deal structures, bundling, and packaging to increase ARR predictability and customer retention.
• Commercialization & Product Alignment
  • Establish a scalable, repeatable commercialization framework for new product launches and pricing changes.
  • Translate product strategy into monetization models, pricing rules, and deal execution guidance.
  • Partner with Product, Product Marketing, and BU leadership to ensure roadmap decisions align with monetization outcomes.
  • Lead commercialization work streams for M&A, including pricing diligence, harmonization, and integration.
• GTM Integration & Deal Strategy
  • Serve as the strategic pricing partner to Sales and field leadership.
  • Provide executive-level support on complex, high-impact, or non-standard deals.
  • Oversee discount governance, exception management, and policies that protect long-term pricing integrity.
  • Strengthen cross-functional alignment across Product, Finance, Sales, Legal, and Operations.
• Operational Excellence & Systems Enablement
  • Define requirements and roadmap for pricing systems, SKU architecture, CPQ logic, renewal workflows, and quote-to-cash scalability.
  • Ensure pricing policies and logic are embedded into systems and automation, not reliant on manual processes.
  • Lead the operating cadence for pricing reviews, portfolio simplification, and ongoing optimization.
  • Reduce field escalations and improve speed to market through streamlined workflows and clear governance.
• Leadership & Organizational Influence
  • Build and lead a high-performing pricing and commercialization organization spanning pricing strategy, analytics, systems, and program management.
  • Act as the executive-level interface for pricing across business units and corporate functions.
  • Drive enterprise alignment through a hub-and-spoke model balancing central standards with market flexibility.
  • Influence C-suite and senior leadership on pricing strategy, monetization trends, and growth levers.

• 12–15+ years of experience in SaaS pricing, monetization, revenue strategy, or commercial operations.
• Proven success leading cross-functional pricing or commercialization initiatives in complex, multi-product environments.
• Strong financial and analytical acumen (ARR, margin, NRR, deal economics, forecasting).
• Experience with Salesforce, CPQ, SKU architecture, renewal workflows, and monetization systems.
• Executive…