Pricing Strategy Lead, Enterprise SaaS

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

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.