Director of Pricing Operations

Wood Mackenzie Limited; Houston (TX); Hybrid; USD 200,000 - 260,000; Full time

Job summary

Wood Mackenzie Limited is seeking a Director of Pricing Operations to drive governance, policy execution, and pricing system administration across our global go-to-market functions.

The role partners with Sales, Finance, Revenue Operations, Product and Legal to ensure compliant, efficient pricing decisions and scalable processes, with hybrid office presence in Houston.

Qualifications

• Experience in pricing operations or commercial operations.
• Proven leadership in cross-functional teams.
• Experience with CPQ/CRM/billing systems in a B2B environment.
• Strong governance, controls, and analytics.

Responsibilities

• Lead pricing governance and policy execution across regions.
• Oversee Deal Desk, approvals, and escalation workflows.
• Manage pricing systems, CPQ, CRM, ERP integrations.
• Design end-to-end pricing and quote-to-cash processes.
• Develop dashboards and KPIs to monitor performance.
• Partner with Revenue Ops, Sales, Finance, Legal, Product.

Skills

Pricing operations

Deal Desk & approvals

Revenue operations

CPQ

CRM

Excel

BI / reporting tools

Salesforce

Tools

Salesforce CRM

CPQ systems

ERP systems

Job description

The Director of Pricing Operations is responsible for operationalizing WoodMackenzie’s pricing and commercial policies across systems, processes, and go-to-market workflows. This role serves as the collaborative bridge between Pricing, Sales, Finance, Revenue Operations, Product, Legal, and Deal Desk to ensure pricing decisions are executed consistently, compliantly, and efficiently. The role facilitates pricing governance, approval frameworks, deal support processes, pricing system administration, workflow automation, reporting, and controls. Success is measured by execution excellence, policy adherence, sales productivity, deal cycle efficiency, and operational scalability. This role partners closely with the existing Pricing function and other commercial stakeholders to operationalize approved pricing strategies and commercial policies.

Main Responsibilities

Pricing Governance & Policy Execution

Lead the operational execution of pricing policies and commercial guidelines. Establish and maintain the governance framework, thresholds, and workflow through which pricing approvals and exceptions are reviewed. Ensure pricing decisions and policies are consistently executed across all regions, products, and sales channels. Lead pricing controls, auditability, and compliance with internal approval requirements. Drive continuous improvement of pricing governance processes.

Deal Desk & Commercial Approvals

Lead the operational administration and coordination of the Deal Desk function. Design and coordinate approval matrices, delegation of authority frameworks, and escalation paths, consistent with the existing Delegation of Authority Matrix. Oversee non‑standard deal review and exception management workflows. Partner with Sales, Finance, Legal, and Revenue Operations to accelerate deal execution while maintaining policy compliance. Act as the primary coordination point for approvals that fall outside standard policy thresholds, routing them to the appropriate pricing, finance, or sales leadership for decision.

Pricing Systems & Technology

Lead pricing‑related systems, tools, and platforms supporting quote‑to‑cash processes. Partner with Revenue Operations and IT to implement pricing changes in CPQ, CRM, ERP, billing, and related systems. Ensure pricing data integrity across all commercial systems. Define system requirements, enhancements, and automation opportunities. Lead testing, deployment, and change management for pricing‑related system updates.

Process Design & Operational Excellence

Design and optimize end‑to‑end pricing and commercial workflows and systems. Standardize processes across geographies. Identify bottlenecks and implement automation to improve efficiency and scalability. Develop operating procedures, documentation, and controls. Lead cross‑functional initiatives that improve quote accuracy, approval turnaround times, and commercial execution.

Reporting, Analytics & Insights

Develop operational reporting and dashboards related to pricing governance and commercial performance. Monitor approval volumes, exception rates, turnaround times, policy compliance, and workflow effectiveness. Provide visibility into pricing operations KPIs and trends. Deliver insights that help leadership improve commercial execution and decision‑making.

Cross‑Functional Leadership

Act as the primary operational partner to Revenue Operations, Sales, Finance, Product, and Legal. Translate strategic pricing decisions into executable operational requirements. Lead cross‑functional governance forums and stakeholder alignment activities. Ensure organizational readiness for pricing changes, product launches, and commercial initiatives.

People Leadership

Attract, develop, and retain high‑performing talent aligned with business priorities, fostering an inclusive and engaged team culture. Partner with Talent Acquisition and other stakeholders to identify skill gaps, recruit effectively, and ensure diverse and high‑quality hiring decisions. Onboard new hires effectively, embedding Wood Mackenzie’s purpose, strategy, and culture from day one. Drive performance through clear goal setting, regular feedback, coaching, and structured career development conversations. Encourage ownership of Personal Development Plans (PDPs) and support continuous growth and career progression. Conduct regular performance and talent reviews, addressing underperformance proactively while recognising and rewarding achievement. Ensure effective communication, collaboration, and compliance across all team operations, including utilisation, policies, and engagement initiatives.

About You

Demonstrable experience in pricing operations, deal desk, revenue operations, or commercial operations roles. Proven people leadership and development experience (directing professional staff). Experience administering CPQ, CRM, or billing systems in a B2B corporate environment. Exceptional background in process design, governance, and internal controls; process‑excellence methodology (e.g., Lean/Six Sigma) is a plus. Experience building and scaling cross‑functional approval and escalation frameworks. Advanced proficiency in Salesforce, Excel, and BI/reporting tools. Collaborative stakeholder management background across Sales, Finance, Legal, and Product functions.

Expectations

Role model strong integrity and sets an example of WoodMac’s values and behaviours. We are a hybrid working company and the successful applicant will be expected to be physically present in the office at least 2 days per week to foster and contribute to a collaborative environment, but this may be subject to change in the future. Due to the global nature of the team, a degree of flexible working will be required to accommodate different time zones.

Equal Opportunities

We are an equal opportunities employer. This means we are committed to recruiting the best people regardless of their race, colour, religion, age, sex (including pregnancy, sexual orientation, and gender identity), national origin, disability or protected veteran status. You can find out more about your rights under the law at www.eeoc.gov.