Pricing Manager

DrFirst; United States; Remote; USD 150,000 - 190,000; Full time

Benefits offered by this job

Base salary

Performance bonus

Medical, dental & vision insurance

401K with company match

HSA contribution

PTO 18 days + holidays

Education funds

Remote-first policies

Job summary

DrFirst, a Remote-First Healthcare IT leader, seeks a Pricing Manager to own pricing strategy across the portfolio. You will partner with Sales, Marketing, Finance, and Product to ensure pricing is competitive, scalable, and aligned with how healthcare organizations buy.

You will model impact, drive bundling and packaging, and support go-to-market initiatives with data-driven recommendations. This role emphasizes collaboration, strategic thinking, and accuracy in a fast-growing environment.

Qualifications

• 3–5 years of pricing, commercial finance, revenue operations, or related analytical work in B2B.
• Experience in Healthcare IT or similar, selling to Hospital/Health Systems/Healthcare IT orgs.
• Understanding of Healthcare IT buying cycles, contracts, and stakeholder dynamics.
• Strong financial modeling and advanced Excel skills.
• Familiarity with CPQ platforms and CRM systems.
• Ability to translate complex data into executive-ready recommendations.
• Strong communication and stakeholder management across Sales, Finance, and Product.
• Attention to detail and ability to manage multiple priorities in a fast-paced environment.

Responsibilities

• Own pricing strategy development across product lines, segments, and channels.
• Analyze market data, competitive intelligence, and customer insights to stay competitively positioned.
• Design packaging and bundling strategies with Product and Marketing.
• Provide pricing expertise for complex/strategic deals.
• Track pricing KPIs and perform price realization analyses.
• Build models to forecast revenue and margin impact of pricing changes.
• Maintain pricing database and ensure data integrity across CRM, CPQ, ERP.
• Collaborate with Finance on budget/forecast and with Marketing on positioning.
• Support go-to-market efforts with pricing recommendations for healthcare buyers.

Skills

Pricing

Revenue operations

Financial modeling

Excel proficiency

CPQ platforms

CRM systems

Executive communication

Stakeholder management

Data synthesis

Education

Bachelor's degree in Finance

MBA (preferred)

Tools

Salesforce CPQ

Apttus

Job description

About DrFirst

For 25 years, DrFirst has empowered providers and patients to achieve better health through intelligent medication management. We improve healthcare workflows and help patients start and stay on therapy with end-to-end solutions that enhance prescription access, affordability, and adherence. Our solutions help 100 million patients a year and are used by more than 420,000 prescribers, 71,000 pharmacies, 270 EHRs and health information systems, and over 2,000 hospitals in the U.S. This is a great opportunity to be a part of a successful Healthcare IT company experiencing significant growth. Here you'll get to work with some of the smartest and most interesting people around; solving unique and complex challenges in healthcare on a scale matched by a few companies. If you get excited about stretching yourself in new ways, developing yourself to your fullest potential, care about working with smart colleagues; we want to talk to you!

Position Overview

The Pricing Manager is a high-visibility individual contributor role responsible for owning and evolving DrFirst's pricing strategy across our Healthcare IT portfolio. Sitting within Revenue Operations, this role operates at the intersection of data, strategy, and commercial execution. You will help determine how we package and price solutions for Healthcare IT companies and Hospital/Health System clients, how we compete in the market, and how we maximize value for both our customers and our business.

This role requires close partnership with Sales, Marketing, Finance, and Product to ensure pricing is competitive, scalable, and aligned to how healthcare organizations buy.

Who Will Love This Job

• A natural analyst who thinks commercially. You live in models and margin analysis, but you translate numbers into recommendations that drive real business decisions.
• A builder who is energized by bringing rigor, consistency, and strategy to how an organization thinks about price. You see opportunity where others see complexity.
• A trusted partner to Sales who can walk into a room with a VP or CFO and make a compelling, data-backed case for a pricing recommendation, even a tough one.
• A detail-oriented operator who catches what others miss, maintains high accuracy standards, and still knows how to communicate the "so what" to leadership.
• A collaborator who thrives working across Sales, Finance, Marketing, and Product while holding the tension between competing priorities.
• A healthcare-savvy professional with working knowledge of Healthcare IT buying cycles and health system commercial dynamics.

What you will work on

Pricing Strategy and Development

• Own the development and maintenance of pricing strategies across product lines, customer segments, and go-to-market channels.
• Analyze market data, competitive intelligence, and customer insights to keep DrFirst competitively positioned.

Packaging and Bundling

• Partner with Product and Marketing to design packaging and bundling strategies that align to customer value.
• Drive revenue growth across both Healthcare IT and Health System buyer segments.

Deal Support

• Serve as the pricing subject matter expert for Sales on complex, strategic, or non-standard deals.
• Develop and manage discount frameworks, approval workflows, and guardrails that protect margin while giving sellers appropriate flexibility.

Analytics and Performance Management

• Track and report on pricing KPIs including win rates, average selling price, discount rates, and margin performance.
• Conduct regular price realization analyses to identify leakage and opportunities for improvement.

Financial Modeling

• Build models to forecast the revenue and margin impact of proposed pricing changes.
• Maintain a pricing database and ensure data integrity across CRM, CPQ, and ERP systems

Cross-Functional Collaboration

• Partner with Finance on budget and forecast assumptions and with Marketing on competitive positioning.
• Work with Revenue Operations to ensure pricing is accurately reflected in CPQ and CRM workflows.

Go-to-Market Support

• Support new product launches and market expansions with pricing recommendations that reflect Healthcare IT and health system selling dynamics.

Qualifications

Required:

• 3 to 5 years of experience in pricing, commercial finance, revenue operations, or a related analytical role in a B2B environment.
• Experience in a Healthcare IT company or adjacent environment, with familiarity selling to Hospital/Health Systems and/or other Healthcare IT organizations.
• Understanding of Healthcare IT buying cycles, contract structures, and the dynamics of selling to clinical and administrative stakeholders.
• Strong financial modeling and analytical skills with advanced proficiency in Excel.
• Familiarity with CPQ platforms (Salesforce CPQ, Apttus, or similar) and CRM systems.
• Ability to synthesize complex data into clear, executive-ready recommendations.
• Strong communication and stakeholder management skills across Sales, Finance, and Product.
• High attention to detail with the ability to manage multiple priorities in a fast-paced environment.

Preferred:

• Experience with value-based or outcomes-based pricing models in Healthcare IT.
• Familiarity with IDN agreements, enterprise health system contracting, or GPO structures.
• Experience with pricing software (Vendavo, PROS, Zilliant, or similar).
• Background in management consulting, corporate strategy, or SaaS revenue operations.
• Experience with BI tools such as Tableau or Power BI.
• Bachelor's degree in Finance, Economics, Business, or a related field. MBA a plus.

Physical Requirements

• 90% desk/remote work
• 10% travel for team meetings, conferences, or customer visits

#LI-GF1 #LI-Remote

Benefits

• Competitive compensation, with a base salary of $150,000 - $190,000 (Exact compensation may vary based on skills and experience)
• Eligible for Company Performance-based Bonus Program, based on individual and company performance
• Medical, dental, and vision insurance
• 401K eligible after 3 months of employment, with 50% company match up to first 5% of salary contributed to the plan with a 3-year vesting schedule
• HSA for eligible employees enrolled in the HDHP, with a generous company contribution up to $500 for individual coverage and $1,000 for family coverage per year
• 100% company paid short and long-term disability, AD&D, and group life insurance
• Accrued annual paid time off (PTO) of 18 days for the first 3 years of service, increasing thereafter, and 7 paid holiday days
• Employee Assistance Program
• Continuing Education funds up to $1,500 annually for eligible programs after 1 year of service
• Voluntary benefits including FSA, Hospital indemnity, Accident and Critical Illness insurances

DrFirst is committed to being a Remote-First company, creating a dynamic and flexible workplace where everyone can thrive, no matter where they log in from. Check out our approach to remote work: https://drfirst.com/company/about-us/careers/