Director, Pricing Strategy and Operations

Director, Pricing Strategy and Operations

Toronto, Canada

At Varicent, we’re not just transforming the Sales Performance Management (SPM) market—we’re redefining how organizations achieve revenue success. Our cutting-edge SaaS solutions empower revenue leaders globally to design smarter go-to-market strategies, maximize seller performance, and unlock untapped potential. Varicent stands at the forefront of innovation, celebrated as a market leader in the 2025 Forrester Wave Report for SPM, 2023 Ventana Research Revenue Performance Management (RPM) Value Index, Gartner Peer Insights, 2024 Gartner SPM Market Guide, and G2.

Our solutions are trusted by a diverse range of global industry leaders like T-Mobile, Service Now, Wawanesa Bank, Shaw Industries, Moody's, Stryker and hundreds more. Here’s why you’ll thrive at Varicent:

• Innovate with
  
  Purpose:
  
  Build impactful solutions for customers worldwide.
• Join Excellence:
  Work in a diverse, collaborative, and innovative team.
• Shape the Future:
  Lead in redefining revenue optimization.
• Grow Together:
  Unlock your potential in a supportive environment.

Join us at Varicent—where your talent and ambition meet limitless opportunities for success!

Summary of the Role and Team

As Director of Deal Desk & Pricing, you will lead and scale Varicent's Deal Desk function, serving as the central authority for deal governance, pricing operations, quote-to-booking processes, and commercial execution. You'll work closely with Sales, Customer Success, Renewals, Finance, Legal, Product, and Revenue Operations to drive pricing accuracy, data integrity, operational efficiency, and compliance throughout the customer lifecycle. This role combines strategic leadership with hands‑on execution — you'll establish the processes, governance frameworks, systems alignment, and team structure that enable scalable growth.

This is a people leadership role: you'll manage and grow Deal Desk professionals while improving deal velocity, profitability, forecasting accuracy, and operational excellence.

What You Will Be Doing

• Lead and develop the Deal Desk team, including coaching, performance management, capacity planning, and workload prioritization.
• Establish and run Deal Desk operating processes: deal intake, approvals, escalations, service-level expectations, and stakeholder communications.
• Own quote-to-booking governance for new business, renewals, expansions, and cross-sell opportunities, ensuring pricing accuracy and policy compliance.
• Work with Sales and Customer Success on deal structuring, pricing decisions, exception management, and commercial approvals.
• Maintain data integrity and system alignment across Salesforce, CPQ platforms, pricing tools, and related commercial systems.
• Partner with Finance on forecasting activities, revenue recognition requirements, commercial risk assessments, and audit readiness.
• Build and maintain governance frameworks, policies, documentation, and enablement resources that drive consistent business practices.
• Lead process improvement and change management initiatives to reduce deal cycle times and improve scalability and reporting quality.

What You Bring

• Demonstrated expertise in Deal Desk, Pricing, Revenue Operations, Commercial Operations, FP&A, Commercial Finance, or related business functions (typically gained over 10–12+ years)
• Experience leading teams, programs, or cross-functional operational functions (typically 5+ years)
• Experience with complex B2B sales motions, including new business, renewals, expansions, and cross-sell transactions
• Expertise in Deal Desk operations, pricing governance, quote-to-booking workflows, commercial approvals, and process design
• Experience working with Salesforce, Deal Hub CPQ, or comparable CPQ/CRM platforms
• Solid grasp of how…