Pricing Strategy & Deal Advisory Lead

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

Job summary

BlackLine is seeking a Manager, Sales Operations to partner with regional sales leadership and support day-to-day pricing operations for a high-growth SaaS organization. You will shape pricing strategy, update price books, and enable sales teams with collateral and coaching to improve win rates and ASP.

The role requires deep analytical skills, experience with CPQ and CRM tools, and the ability to collaborate across Product, Marketing, Finance, Deal Desk, and Legal to optimize commercial terms.

Qualifications

• 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.
• Prior experience with CPQ (e.g., Zuora, Salesforce CPQ) and CRM (e.g., Salesforce) tools is essential.

Responsibilities

• Strategic Deal Structuring: Proactively partner with global sales teams to support pricing and commercial terms.
• Pricing and Commercial Strategy: Develop and maintain economic models for data-driven decision making on strategic deals.
• Enablement: Create pricing collateral, playbooks, and training materials; deliver pricing training to GTM teams.

Skills

Strategic deal structuring

Pricing and commercial strategy

Enablement

Price book

Voice of the field

Cross-functional collaboration

Data-driven insights

Process optimization

Education

Bachelor’s degree in Business, Finance, Economics, or related field

MBA (highly preferred)

Tools

Salesforce CPQ

Zuora CPQ

CRM tools

Job description

BlackLine is seeking a Manager, Sales Operations to partner with regional sales leadership and support day-to-day pricing operations for a high-growth SaaS organization. You will shape pricing strategy, update price books, and enable sales teams with collateral and coaching to improve win rates and ASP.

The role requires deep analytical skills, experience with CPQ and CRM tools, and the ability to collaborate across Product, Marketing, Finance, Deal Desk, and Legal to optimize commercial terms.