Manager - Pricing Strategy

WeWork India; Bengaluru; On-site; INR 4,200,000 - 6,500,000; Full time

Job summary

WeWork India is seeking a high-calibre pricing leader to join the Revenue Assurance & Pricing function. You will own and drive pricing strategy across WWI’s portfolio and partner with the Sales organisation to enable fast, value-based deals.

The role requires leading a team of three Regional CoE Pricing Associates, configuring Salesforce Revenue Cloud and Sales Cloud for pricing, and delivering governance and insight that improves revenue predictability and quote accuracy.

Qualifications

• 8 to 12 years of experience in Pricing, Revenue Management, or Commercial Strategy roles.
• Hands-on experience with Salesforce Revenue Cloud and Sales Cloud in pricing capacity.
• Proven ability to partner with and influence Sales organisations; present pricing strategy to senior leadership.
• Strong command of revenue levers: price, occupancy, deal structuring, and discount governance.
• Experience in dynamic, high-velocity commercial environments (real estate, hospitality, SaaS, subscriptions, or similar).

Responsibilities

• Define and execute pan-India and regional pricing strategies aligned to occupancy, price, and revenue targets.
• Own pricing for all product lines and lead regional CPQ governance across pricing.
• Develop pricing guardrails, discount corridors, and deal-approval frameworks.
• Drive monthly pricing reviews and ensure governance adherence across regions.
• Lead end-to-end configuration and governance of pricing within Salesforce Revenue Cloud and CPQ workflows.
• Mentor and manage a team of 3 Regional CoE Pricing Associates (North / West / South India).
• Provide pricing insights from Revenue Cloud and Sales Cloud data to enable faster commercial decisions.

Skills

Leadership

Pricing strategy

Excel/Sheets

BI tools

Stakeholder management

Communication

Pricing governance

Salesforce CPQ

Data analysis

Presentation skills

Education

Bachelor's degree in business/Finance/Economics

MBA or Post-Graduate qualification

Tools

Salesforce Revenue Cloud

Sales Cloud

CPQ configuration

Price books

Discount schedules

Approval workflows

Job description

WeWork India is seeking a high-calibre pricing leader to join our Revenue Assurance & Pricing function.

This role is designed for a commercially sharp, technology-enabled strategist who can own and lead a team of three Regional CoE Pricing Associates, drive the implementation of pricing strategy across WWI’s portfolio, and serve as the primary pricing partner to our Sales organisation.

A defining feature of this role is ownership of WeWork India's Salesforce Revenue Cloud and Sales Cloud environment from a pricing perspective – ensuring that pricing strategy, product catalogues, CPQ workflows, and quote-to-contract accuracy are fully aligned with commercial objectives.

The successful candidate will shape pricing strategy in leadership meetings and configure approval workflows in Salesforce.

This role is central to translating pricing intent into commercial outcomes, improving revenue predictability, and enabling the Sales organisation to win with speed and confidence.

Success will be measured not just by revenue KPI’s but by team development, pricing governance maturity, Salesforce data integrity, and the quality of insight delivered to the business.

Experience and Qualifications:

• Bachelor’s degree in business, Finance, Economics, or a related field; MBA or Post-Graduate qualification preferred.
• 8 to 12 years of experience in Pricing, Revenue Management, or Commercial Strategy roles.
• Demonstrated experience leading and managing pricing teams or associates.
• Hands-on experience with Salesforce Revenue Cloud and/or Sales Cloud in a commercial or pricing capacity – including CPQ configuration, price books, discount schedules, and approval workflows.
• Proven ability to partner with and influence Sales organisations; comfortable presenting pricing strategy to senior leadership.
• Strong command of revenue management levers: Price, occupancy, deal structuring, and discount governance.
• Experience in dynamic, high-velocity commercial environments (real estate, hospitality, SaaS, subscriptions, or similar).
• Strong analytical skills; proficiency in Excel / Google Sheets and data visualisation or BI tools.
• Excellent communication and presentation skills – able to translate complex pricing logic clearly for non-technical stakeholders.
• Proven ability to work collaboratively with cross-functional teams; strong stakeholder management with senior leadership.

Role and Responsibilities:

1. Pricing Strategy Leadership

• Define and execute pan-India and regional pricing strategies aligned to occupancy, Price, and revenue targets.
• Own Price Vs. Volume trade-off decisions at the regional and asset level; lead pricing for all product lines.
• Develop and maintain pricing guardrails, discount corridors, and deal approval frameworks.
• Drive the monthly pricing reviews and ensure adherence to pricing governance norms across all regions.
• Provide structured pricing inputs into budgeting cycles, new asset launches, and expansion planning.
• Identify market trends, competitor pricing, and regional demand signals to proactively fine-tune strategy.
• Lead, mentor, and manage a team of 3 Regional CoE Pricing Associates (North / West / South India).
• Set clear KPIs, run structured performance reviews, and embed a high-accountability team culture.
• Coach associates on pricing principles, deal structuring, market intelligence, and commercial acumen.
• Manage development, training, and succession planning within the pricing function.
• Build team operating rhythm: clear KPIs, weekly/monthly performance tracking, structured coaching and feedback.
• Own the end-to-end configuration and governance of pricing within Salesforce Revenue Cloud – including product catalogues, price books, pricing rules, discount schedules, and CPQ approval workflows.
• Manage the Configure, Price, Quote (CPQ) process within Salesforce; ensure quoting accuracy, deal structuring integrity, and SLA-compliant quote turnaround times.
• Maintain Sales Cloud data hygiene – pipeline accuracy, opportunity stages, deal attributes, and pricing adherence tracking.
• Leverage Salesforce Sales Cloud and Revenue Cloud data to generate and share actionable pricing insights, including Willingness to Pay (WTP) analysis and Pricing Sensitivity modelling, enabling Sales teams and leadership to make faster, more informed commercial decisions.
• Identify and articulate key value drivers by product, region, and customer segment — translating Revenue Cloud and Sales Cloud data into a clear understanding of what customers value most, to anchor pricing strategy and support Sales in justifying price.
• Partner with the Shared Services (Contracts & Billing) team to ensure seamless handoff from approved quote to contract creation and invoice generation.
• Identify and implement enhancements to Revenue Cloud workflows – driving automation, reducing manual intervention, and improving quote-to-cash cycle times.
• Serve as the internal business owner and SME for Revenue Cloud / Sales Cloud from a pricing perspective; collaborate with IT and Salesforce admins on configuration, UAT, and deployments.
• Maintain documentation on pricing configuration, SOPs, change management protocols, and system controls within Salesforce.

4. Sales Enablement & Stakeholder Engagement

• Act as the primary pricing partner for the Sales organisation, articulate pricing rationale, structure deals, and enable faster conversion.
• Run regular pricing reviews with regional Sales leads; translate market signals into actionable pricing guidance.
• Support deal reviews, pitch preparation, and renewal negotiations where pricing expertise is required.
• Train Sales teams on Salesforce CPQ workflows, pricing tools, and deal-desk processes.
• Partner with the Director of Pricing & Revenue Assurance to present pricing strategy and performance to senior leadership.

5. Revenue Management & Forecasting

• Support occupancy and ARPM forecasts at the portfolio and regional level; provide timely inputs to FP&A and budgeting.
• Monitor renewals pipeline, churn risk, and pricing exception trends; escape risks proactively.
• Conduct weekly/monthly pricing and inventory reviews; identify upside opportunities and downside risks.
• Drive revenue governance – track pipeline conversion, pricing adherence, and revenue leakage across regions.

6. Reporting, Analytics & Governance

• Build and own pricing dashboards (within Salesforce and BI tools) covering Price performance, occupancy trends, deal mix, and exception rates.
• Deliver structured, insight-driven weekly/monthly reporting to senior stakeholders.
• Ensure 100% adherence to monthly pricing reporting obligations with zero post-publication corrections.
• Lead periodic pricing governance reviews, root-cause analyses, and corrective action tracking.

7. Process Design & Continuous Improvement

• Build playbooks, SOPs, and decision frameworks to reduce dependency on individuals and improve pricing maturity.
• Drive adoption of pricing tools and automation initiatives.
• Identify inefficiencies and manual interventions across pricing workflows; drive simplification and automation.
• Apply best practices to improve team productivity, quality, and decision speed without linear headcount growth.