Customer Pricing Director

Business Area: Corp. Strategy

Seniority Level: Director

At Cloudera, we empower people to transform complex data into clear and actionable insights. With as much data under management as the hyperscalers, we are the preferred data partner for the top companies in almost every industry. Powered by the relentless innovation of the open source community, Cloudera advances digital transformation for the world's largest enterprises.

We empower sales teams to design and execute complex commercial structures while driving growth and streamlining pricing execution in the field.

• Commercial Deal Structuring:
  Plan and execute programmatic large‑deal commercial structuring for strategic accounts, working closely with Pricing Strategy, Value Management, and Sales leadership to drive growth through complex but scalable deal design.
• Field Execution & Feedback Loop:
  Drive true pricing execution with the field, gathering and analyzing customer‑centric monetization feedback from live deals to continuously optimize commercial frameworks and track financial impact.
• Deal Team
  
  Collaboration:
  
  Sit "in the room" with account teams to manage complex deal dynamics, align cross‑functional dependencies, and help structure the commercial side of high‑stakes opportunities.
• Repeatable Program Building:
  Proactively translate unique, complex deal structures into repeatable commercial programs and frameworks imperative for scaling field adoption as market dynamics shift.
• Cross‑Functional Alignment:
  Facilitate deep engagement between the field, Pricing Strategy, and Value Management to ensure corporate consistency, strategic alignment, and value‑backed commercial models.

• 6-8+ years of experience in Commercial Deal Structuring, Deal Desk, Pricing Strategy, Value Management, Sales Operations, or Strategic Account Management.
• Prior experience in high‑growth B2B tech, SaaS, or digital services environments managing large, complex, multi‑product enterprise deals is highly preferred.
• Deep understanding of custom deal structuring, value‑based pricing models, discounting frameworks, and contractual commercial levers.
• Skillful at translating complex corporate pricing strategies into clear, actionable, and customer‑centric commercial options for field sales teams to minimize friction.
• Proven mastery of large deal governance, commercial coaching, and programmatic field execution processes.
• Strong capability to interpret complex customer deal data, profitability metrics, and value‑realization models to drive growth‑oriented decisions.
• Experience defining KPIs and tracking mechanisms to evaluate the long‑term health, profitability, and repeatability of strategic commercial programs.
• Proficiency in leveraging CPQ systems, CRM platforms (like Salesforce), Excel, and financial modeling tools to structure and track large enterprise deals.
• Demonstrated history of being "in the room" to successfully co‑pilot high‑stakes, multi‑million dollar commercial deal negotiations from inception to execution.
• Sharp collaborative skills to bridge the gap between abstract pricing strategy and real‑world field sales execution.

This role is not eligible for immigration sponsorship.

The anticipated annual base salary range for this position is:

Illinois: $157,000‑175,000

Colorado: $157,000‑175,000

Individual compensation within the published range is determined by the candidate's skills, experience, qualifications, and primary work location. In addition to base pay, sales roles are eligible for Cloudera's commission plan, while non‑sales roles are eligible for the corporate incentive plan. All employees receive a comprehensive benefits package.

• Generous PTO Policy
• Support work life balance with Unplugged Days
• Flexible WFH Policy
• Mental & Physical Wellness programs
• Phone and Internet Reimbursement program
• Access to Continued Career Development
• Comprehensive Benefits and Competitive Packages
• Paid Volunteer Time
• Employee Resource Groups

EEO/VEVRAA