Lead Pricing Analyst

FTS, Inc.; Vienna (VA); On-site; USD 120,000 - 180,000; Full time

Job summary

Our client, an established technology solutions company, is redefining pricing by determining what customers pay, what is included, and how spend grows over time. You will partner with product, sales, finance and engineering to implement pricing that drives growth and profitability.

You will own pricing decisions for new products, build tiered offerings, and ensure coherence between packaging and services. Strong cross-functional collaboration and market-driven thinking are required.

Qualifications

• 6+ years in pricing, product management or commercial strategy role.
• Experience setting pricing for software, cloud or digital products, with a launch example.
• Defined how a product is packaged (tiers, bundles, add-ons, services pricing).
• Built pricing and margin models and walked through underlying assumptions.
• Weighed delivery cost versus market price to optimize profitability.
• Collaborated with sales, product, engineering and finance on pricing decisions.

Responsibilities

• Be the go-to pricing owner for new products.
• Define what customers pay for and how usage is counted.
• Determine what ships with the product vs. paid add-ons.
• Create entry, mid and premium options to enable growth.
• Decide when support is included or paid.
• Run profitability analyses before proposals.
• Analyze customer value and competitive pricing.
• Engage in live deals and adjust prices as market moves.
• Set discount rules and sign-off flows.
• Coordinate with contracts and delivery to fulfill offers.
• Coach sales on pricing conversations.
• Document recommendations for senior leaders.

Skills

Pricing strategy

Software pricing

Cross-functional collab

Financial modeling

Product pricing

Contract pricing

Job description

Our client is an established company that sells technology solutions and is putting more structure around how they price them. You will decide how products are priced, what’s included, and how customers grow their spend over time. You will partner closely with product, sales, finance and engineering, and the business will act on what you recommend.

What You’ll Do

• Be the person the business turns to when a new product needs a price
• Work out what each customer is paying for and how usage or value gets counted
• Draw the line between what ships with the product and what gets sold on top
• Create entry, mid and premium options so a customer can start small and move up
• Decide when support is included and when it becomes a paid service
• Run the numbers on every pricing idea so the margin is clear before it goes out
• Study who gets the most out of each product and what that is worth to them
• Keep an eye on what competitors charge and where we are priced high or low
• Sit in on live deals, learn from wins and losses, and reset prices when the market moves
• Set the rules for discounts and who has to sign off on them
• Check with contracts and delivery teams that every offer can be fulfilled as sold
• Coach sellers on how to talk about price with confidence
• Write up your recommendations and take them to senior leaders

What You Bring

• 6+ years in a pricing, product management or commercial strategy role, with at least a few of those years owning pricing decisions and not just supporting them
• You have set pricing for software, cloud or other digital products and can talk through a specific launch you worked on
• You have defined how a product is packaged, including tiers, bundles, add-ons and what is priced separately from services
• You have built the pricing and margin models yourself and can walk someone through the assumptions
• You have weighed what a product costs to deliver against what the market will pay
• You have worked with sales, product, engineering and finance at the same time

Helpful, Not Required

• Experience with more than one pricing approach, such as subscription, usage based, capacity based or a mix
• Experience separating what is included in a product from what is sold as services or custom work
• Customer research, competitive analysis or willingness to pay work
• Background in cybersecurity, data, cloud or AI products
• Experience in a business that sells to large or complex buyers where procurement rules shape the deal
• Hands-on with a CRM, quoting tool or billing system