Senior Director, Pricing and Commercial

Passion, excitement & global collaboration are all core to what it means to be a Fly Mate. At Flywire, we’re on a mission to deliver the world’s most important and complex payments. We use our Flywire Advantage - the combination of our next-gen payments platform, proprietary payment network and vertical specific software, to help our clients get paid, and help their customers pay with ease - no matter where they are in the world.

What more do we need to truly be unstoppable? Perhaps, that is you!

Flywire is a global payments enablement and software company, founded more than a decade ago to solve high-stakes, high-value payments in higher education. We’ve since scaled into new regions and industry verticals and expanded our product offerings to deliver meaningful value to our clients around the world.

Today we support more than 5,300 clients across the global education, healthcare, travel & B2B industries, with diverse payment methods across 240 countries & territories and more than 140 currencies.

With over 1,400 global Fly Mates, representing more than 40 nationalities, and in 15 offices world-wide, we’re looking for Fly Mates to join the next stage of our journey as we continue to grow.

As Flywire scales a multi-product software platform across verticals, regions, and buyer types, software pricing and contracting become some of the most powerful levers for growth, consistency, and long-term value creation. The Director of Pricing & Commercial Growth drives Flywire’s software pricing strategy and commercial frameworks across verticals. This role ensures we win deals while capturing the full value of what we deliver, balancing growth acceleration with margin discipline and scalability.

This is a senior commercial leadership role. It helps to set direction, defines guardrails, and shapes how value is captured across the business.

Own Flywire’s global software pricing, packaging, and contracting strategy, translating product value and market insight into scalable commercial models. Partner closely with Corporate Strategy/Biz Ops and transactional/payex pricing teams to ensure a cohesive, value-driven monetization approach across software and payments.

• Own Flywire’s software pricing and packaging strategy across products, verticals, and customer segments
• Design value-based pricing models, bundles, and offers aligned to customer outcomes and willingness to pay
• Define pricing frameworks including list prices, floors, guardrails, and discount thresholds by product and segment
• Partner with Strategy/Biz Ops, Product and Product Marketing, Sales to align pricing with roadmap decisions, positioning, and launches
• Lead pricing strategy for new software products, expansions, and major commercial initiatives

• Own commercial deal structures and contracting strategy in close partnership with Legal
• Develop standard contract templates and commercial terms that cover the majority of deals and accelerate deal velocity
• Establish deal governance that balances Sales flexibility with margin protection and long-term portfolio value
• Provide oversight on complex, high-value, or non-standard enterprise deals

• Drive ACV/average deal size growth, price realization, and margin uplift through disciplined pricing execution
• Establish discount discipline and approval frameworks that scale
• Define and monitor pricing KPIs including ACV, margin, price realization, deal velocity, and exception rates
• Use win/loss and deal data to continuously refine pricing and packaging strategies

• Lead…