Pricing Advisory Manager

BlackLine; United States; Hybrid; USD 124,000 - 155,000; Full time

Job summary

BlackLine is seeking a Manager, Sales Operations to partner with the Regional Sales Leader and drive pricing and commercial strategies for the team. You will enable sales with pricing collateral, pricing playbooks, and training material, while maintaining price books and gathering field feedback.

Ideal candidates bring 8+ years in pricing and CPQ/CRM tools, strong analytics, and a proven track record of cross-functional collaboration in a B2B SaaS environment.

Qualifications

• Bachelor's degree in Business, Finance, Economics, or related field; MBA preferred.
• 8+ years in pricing, deal advisory, or related role, with 5+ years in a B2B SaaS environment.
• Experience developing and executing pricing strategies for B2B enterprise SaaS products and services.
• Strong quantitative and qualitative analytics; ability to build financial models and projections.
• Experience with CPQ (Zuora, Salesforce CPQ) and Salesforce CRM tools.
• Track record of cross-functional collaboration with global sales teams.
• Excellent communication, presentation, and collaboration skills.
• Highly organized and detail-oriented with ability to manage multiple priorities.

Responsibilities

• Strategic Deal Structuring: work with global sales teams on pricing and terms to increase win rates and ASP.
• Pricing and Commercial Strategy: develop data-driven pricing models for strategic deals.
• Enablement: create pricing collateral, playbooks, and training materials.
• Price Book: update books to reflect changes and new products.
• Voice of the Field: synthesize feedback to inform pricing strategy evolution.
• Cross-Functional Collaboration: partner with Product, Marketing, Finance, Deal Desk, and Legal.
• Data-Driven Insights: analyze customer behavior and price sensitivity to guide strategy.
• Process Optimization: support Quota-to-Cash pricing improvements.

Skills

Pricing strategy

Cross-functional collaboration

Analytical modeling

CRM experience

CPQ tools

Education

Bachelor's degree in Business/Finance/Economics

MBA (preferred)

Tools

Zuora

Salesforce CPQ

Salesforce CRM

Job description

Make Your Mark

The Manager, Sales Operations is responsible for assisting the Regional Sales Leader in driving the sales business for their team. They also assist with the day-to-day administration of operational tasks within the Sales Operations Department. This role is a high value add business partner to the Sales Organization, enabling revenue growth and increasing sales productivity by providing effective methodologies, efficient processes, value added information, sales tools and helping to set strategic directives.

Make Your Mark

The Manager, Sales Operations is responsible for assisting the Regional Sales Leader in driving the sales business for their team. They also assist with the day-to-day administration of operational tasks within the Sales Operations Department. This role is a high value add business partner to the Sales Organization, enabling revenue growth and increasing sales productivity by providing effective methodologies, efficient processes, value added information, sales tools and helping to set strategic directives.

You’ll Get To

• Strategic Deal Structuring Proactively partner with the global sales teams to support pricing and commercial terms with prospects and customers. Provide guidance and best practices on structuring deals that align with customer value and our objectives to both increase win rates and increase ASP.
• Pricing and Commercial Strategy: Serve as the subject matter expert on value-based selling and pricing. Develop and maintain economic models to ensure a consistent and data-driven decision-making approach for all strategic deals.
• Enablement: Partner with the Sales Enablement team to create and maintain a comprehensive library of pricing collateral, playbooks, and training materials. Assist in delivering pricing and commercial training to our go-to-market teams and providing ongoing deal coaching to ensure the sales team is equipped to effectively leverage our pricing structure.
• Price Book: Update price books to reflect price level changes, reflect actual field performance, and new products and services.
• Voice of the Field: Act as a primary conduit for feedback from our field teams, customers, and prospects on our pricing, packaging, and commercial terms. Synthesize this feedback to provide critical input into the ongoing evolution of our pricing strategy.
• Cross-Functional Collaboration: Partner with Product Management, Marketing, Finance, Deal Desk, and Legal teams to resolve commercial challenges, shape new pricing initiatives, and ensure alignment across the organization.
• Data-Driven Insights: Leverage data and analytics to understand customer behavior, segmentation, and price sensitivity. Use these insights to identify opportunities for pricing optimization and to inform the overall pricing strategy.
• Process Optimization: Support opportunities in our Quota-to-Cash processes to support commercial and pricing improvements with goals to improve sales velocity and experience.

What You’ll Bring

• Bachelor’s degree in Business, Finance, Economics, or a related field; MBA is highly preferred.
• 8+ years of experience in a pricing, deal advisory, or a related role, with a minimum of 5 years in a B2B SaaS environment.
• Proven experience in developing and/or executing pricing strategies for B2B enterprise SaaS products and services, including experience with various pricing models (e.g., subscription, usage-based, tiered).
• Strong quantitative and qualitative analytical skills, with the ability to build financial models and projections to support commercial proposals and strategic decisions.
• Demonstrated ability to conduct in-depth analysis to explain underlying trends and provide actionable recommendations.
• Prior experience with CPQ (e.g., Zuora, Salesforce CPQ) and CRM (e.g., Salesforce) tools is essential.
• A track record of successfully working cross-functionally to implement pricing models and strategies, including with sales teams distributed globally.
• Exceptional communication, presentation, and collaboration skills, with the ability to influence stakeholders at all levels of the organization.
• A highly organized and detail-oriented individual with the ability to manage multiple priorities in a fast-paced environment.

Thrive At BlackLine Because You Are Joining

• A technology-based company with a sense of adventure and a vision for the future. Every door at BlackLine is open. Just bring your brains, your problem-solving skills, and be part of a winning team at the world's most trusted name in Finance Automation!
• A culture that is kind, open, and accepting. It's a place where people can embrace what makes them unique, and the mix of cultural backgrounds and varying interests cultivates diverse thought and perspectives.
• A culture where BlackLiner's continued growth and learning is empowered. BlackLine offers a wide variety of professional development seminars and inclusive affinity groups to celebrate and support our diversity.

BlackLine is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity or expression, race, ethnicity, age, religious creed, national origin, physical or mental disability, ancestry, color, marital status, sexual orientation, military or veteran status, status as a victim of domestic violence, sexual assault or stalking, medical condition, genetic information, or any other protected class or category recognized by applicable equal employment opportunity or other similar laws.

BlackLine recognizes that the ways we work and the workplace itself has shifted. We innovate in a workplace that optimizes a combination of virtual and in-person interactions to maximize collaboration and nurture our culture. Candidates who live within a reasonable commute to one of our offices will work in the office at least 3 days a week.

Salary Range

$124,000.00-$155,000.00

Pay Transparency Statement

Placement within this range depends upon several factors, including the applicant's prior relevant job experience, skill set, and geographic location.

In addition to base pay, BlackLine also offers short-term and long-term incentive programs, based on eligibility, along with a robust offering of benefit and wellness plans.

We are committed to pay transparency and ensuring candidates have clear information about compensation expectations. For roles that include variable incentive components such as an Incentive Compensation Plan (ICP) or On-Target Earnings (OTE), the compensation structure may follow a split model – for example, a 50/50, 70/30, or 60/40 ratio between base salary and variable incentive.

BlackLine is committed to creating an inclusive and accessible experience for all candidates. If you require a reasonable accommodation that would better enable your success during the application or interview process, please complete this form.

Accommodations

BlackLine is committed to creating an inclusive and accessible experience for all candidates. If you require a reasonable accommodation that would better enable your success during the application or interview process, please complete this form.