Commercial Manager

ELMO Software; Sydney; On-site; AUD 120,000 - 180,000; Full time

Benefits offered by this job

Paid Parental leave

Birthday leave

Inhouse Learning and Development

ELMO Social and Diversity clubs

Mental Health/EAP programs

Flare Benefits

Job summary

ELMO Software in Sydney is seeking a Commercial Manager to bridge Finance and the broader business, delivering high-impact pricing analyses and commercial frameworks. You will translate complex data into robust pricing strategies and partner with Sales, Marketing and Product on non-standard deal structuring.

Applicants should have 5+ years in Commercial Finance or Pricing in a SaaS context, with strong BI and modelling skills to support revenue growth and governance across geographies.

Qualifications

• Bachelor's degree in Finance, Economics, or a quantitative field.
• 5+ years in Commercial Finance, FP&A, or Pricing (SaaS context preferred).
• Advanced financial modelling and large-dataset analysis.

Responsibilities

• Design and execute advanced pricing strategies (subscription, tiered, value-based).
• Oversee pricing lifecycle from new feature monetization to annual price adjustments.
• Perform price elasticity analysis and what-if scenario planning.
• Analyse profitability by customer segment and channel; build dashboards for KPIs.
• Partner with Sales, Marketing and Product on deal structuring and discount approvals.
• Synthesize data into clear guidance for non-finance leaders to drive revenue targets.

Skills

Pricing strategy

Pricing lifecycle

What-if analysis

Profitability analysis

BI dashboards

Executive communication

Education

Bachelor's degree in Finance/Economics

Tools

Power BI

Tableau

Job description

Founded in 2002, ELMO Software is the trusted provider of HR technology solutions to 2,000+ mid-sized organisations and more than one million end users across Australia and New Zealand.With a comprehensive suite of ISO-certified solutions that span the full employee lifecycle, ELMO Software is designed to scale as organisations grow. Flexible and configurable, ELMO's one-stop HRIS fits to your specific needs and workflows.Through powerful technology, automation, data and analytics, ELMO Software empowers HR professionals to play an integral role in company decision making.

Life & Culture...

At ELMO you will be joining an epic team with the opportunity to make a big impact. We foster an authentic, collaborative, fun working environment and being an ELMOnian means you're part of an amazing team that will push you to grow, support you with challenges and allow you to shine. Some of our benefits include:

• Paid Parental leave - 12 weeks primary, 6 weeks secondary
• Birthday leave, YOU day each year, as well as connecting people leave (up to 2weeks working from anywhere)
• Inhouse Learning and Development initiatives
• ELMO Social and Diversity clubs
• Mental Health/EAP programs
• Flare Benefits (great discounts, novated leasing, salary sacrifice)

Our values:

• Reimagine What's Possible- We believe innovation is human at its core. By staying open, fearless, and adaptive, we continuously push boundaries - while keeping people at the heart of everything we do.
• Obsess over Customers- Everything we do is designed to positively impact our customers.
• Help Others Thrive- Be they colleagues, communities or customers, we champion ways to help others thrive.
• Be Fearlessly Optimistic- We bring unwavering positivity to any challenge, as we know it will drive meaningful change.

The Commercial Manager serves as the critical bridge between Finance and the broader business (Sales,
Marketing, Operations). This role is responsible for delivering high-impact commercial analysis that is essential to our continued
business growth. Acting as a key strategic partner, you will translate complex financial data into robust
commercial frameworks.

This position requires a sophisticated blend of advanced analytical skills, financial acumen, and the communication skills necessary to influence decision-making at all levels of the organisation.

Key Responsibilities:

Framework Development:

Design and execute advanced pricing strategies (subscription, tiered, value-based) to enhance market competitiveness.

Lifecycle & Governance:

Oversee the pricing lifecycle—from new feature monetization to annual price adjustments, while enforcing policy consistency across channels and geographies.

Modelling & Market Intelligence:

Perform price elasticity analysis, 'what-if' scenario planning, and competitor tracking to proactively adapt commercial strategies.

Profitability & Performance Tracking:

Analyse profitability by customer segment and channel, building dashboards to track core commercial KPIs and revenue variances.

Unit Economics:

Evaluate churn, retention, and LTV:CAC ratios to optimize go-to-market investments and support long-range financial planning.

Automation & Systems:

Leverage modern financial platforms, BI tools, and AI automation to streamline commercial reporting processes.

Strategic Business Partnering:

Cross-Functional Deal Support:

Partner with Sales, Marketing, and Product teams on non-standard deal structuring, discount approvals, and Deal Desk escalations.

Governance & Alignment:

Coordinate with Legal and Accounting to balance risk mitigation, revenue recognition standards, and margin protection.

Executive Communication:

Synthesize complex data into clear strategic guidance for non-finance leaders to align teams around broader revenue targets.

Key Performance Indicators:

Revenue Impact:

Measurable revenue growth attributed to pricing and commercial initiatives.

Strategic Insight:

Delivery of 10+ high-impact, actionable insights per year.

Stakeholder Satisfaction:

Internal customer satisfaction rating of $\ge 90\%$.

Forecast Precision:

Maintain commercial forecasting accuracy of $\ge 90\%$.

Qualifications & Competencies:

Education & Experience:

Bachelor's degree in Finance, Economics, or a quantitative field, paired with 5+ years in Commercial Finance, FP&A, or Pricing (SaaS/subscription context preferred).

Technical Mastery:

Advanced financial modelling expertise, large-dataset analysis, and proficiency with BI tools (e.g., Power BI, Tableau).

Strategic Influence:

Track record of designing pricing frameworks and successfully influencing executive stakeholders with data-driven arguments.