Pricing and Commercial Operations Lead

Apolis; McLean (VA); Hybrid; USD 110,000 - 165,000; Full time

Benefits offered by this job

Hybrid work arrangement

Job summary

Apolis is seeking a Pricing and Commercial Operations Lead to align pricing strategies across sales, product, engineering, and finance. The role emphasizes designing scalable pricing systems rather than merely executing a playbook, with a two-day-a-week onsite arrangement in McLean, VA.

Ideal candidates have 5+ years in pricing or commercial operations and can translate pricing decisions into actionable data for billing and ERP systems, working across CRM, CPQ, and ERP platforms.

Qualifications

• 5+ years in pricing operations, sales ops, deal desk, quoting, or commercial ops.
• Experience preparing quotes, ROMs, renewals, expansions, bundles, or customer transactions.
• Experience using CRM, CPQ, ERP, product catalog, pricing, or related systems.
• Experience applying pricing guidance and coordinating approvals across teams.
• Ability to identify issues in pricing, product, customer, or transaction data.
• Strong cross-functional communication with product, sales, finance, contracts, and delivery.
• Bachelor's degree

Responsibilities

• Connects sales operations, pricing, product management, engineering, finance, and supporting systems.
• Manages price lists, price books, SKUs, product structures, quoting, and deal desks.
• Translates product decisions into information for billing, finance, and operational systems.
• Ensures CRM, CPQ, ERP integrations align with pricing governance.
• Supports new product introductions and pricing governance.

Skills

Pricing operations

Sales operations

Deal desk

Quoting

Cross-functional communication

Pricing governance

Problem solving

Education

Bachelor's degree

Tools

Salesforce

Salesforce CPQ

Microsoft Dynamics

HubSpot

Job description

Position Type: Direct Hire / Full-Time Location: McLean, VA - currently 2 days onsite per week Target Start Date: ASAP

Overall Profile

• Positionsrequire hands-on, cross-functional professionals who can help build scalable pricing practices rather than simply execute an established playbook.
• Ideal candidates are curious, proactive, comfortable with ambiguity, and interested in helping build and evolve the function.

Pricing and Commercial Operations Lead

• Connects sales operations, pricing, product management, engineering, finance, and supporting systems.
• Experience with price lists, price books, SKUs, product structures, quoting, deal desk, and new-product introductions.
• Should understand CRM, CPQ, ERP, and how systems such as Salesforce, Microsoft Dynamics, and financial platforms work together.
• This is not simply a transactional deal-desk role. They want someone who can design and improve the underlying systems and processes.
• Must be able to translate product and packaging decisions into information that billing, finance, and operational systems can use.

Qualifications

• 5+ years of experience in pricing operations, sales operations, deal desk, quoting, or commercial operations
• Experience preparing or supporting quotes, proposals, ROMs, renewals, expansions, bundles, or customer transactions
• Experience using CRM, CPQ, ERP, product catalog, pricing, or commercial systems
• Experience applying pricing guidance and coordinating approvals across multiple teams
• Ability to identify issues in pricing, product, customer, or transaction information
• Ability to communicate with product, sales, finance, contracts, delivery, and technical teams
• Bachelor's degree

Nice to Have Skills

• Experience with Salesforce, Salesforce CPQ, HubSpot, or Microsoft Dynamics
• Experience supporting software, SaaS, cloud, cybersecurity, artificial intelligence, analytics, or technology offerings
• Experience with partner, reseller, subcontractor, or pass-through transactions
• Experience supporting U.S. government, defense, national security, or regulated-market customers
• Experience creating templates, process documentation, intake forms, or operating procedures
• Knowledge of pricing approvals, discount guardrails, contract terms, margin considerations, or risk and signature authority processes
• Possession of strong analytical, organizational, and problem-solving skills