Senior Director of Pricing & Commercialization

Avidxchange; Charlotte (NC); On-site; USD 180,000 - 320,000; Full time

Benefits offered by this job

Hybrid workplace flexibility

401(k) match

Parental leave

Onsite gym

Job summary

AvidXchange in Charlotte, NC is seeking a Senior Director of Pricing & Commercialization to design and lead the new pricing architecture, governance, and end-to-end commercial strategy across all revenue streams.

You will partner with product, sales, finance and operations to own frontbook and backbook pricing, discount governance, and market responsiveness. This role demands strategic leadership and deep SaaS/fintech pricing experience.

Qualifications

• University degree or equivalent experience with 10–12+ years in pricing, commercial strategy, or go-to-market roles, including 3–4 years in a leadership capacity.
• Ability to build, own, and scale a function—advocating for change with senior leadership.
• Deep experience defining commercial requirements across pricing, packaging, CPQ, and crediting in a SaaS or fintech environment.
• Strong analytical foundation—comfortable with pricing models, margin analysis, and pricing research methodology.
• Proven ability to communicate with executive leadership on strategic matters and influence decisions at the senior level.
• Ability to influence others to adopt new concepts across a matrixed organization.
• Collaborative operating style—establishes the commercial model and holds partners accountable.

Responsibilities

• Own and develop the commercial strategy for pricing, packaging, credting, and selling across all revenue streams.
• Serve as the decision-maker when packaging, crediting, pricing, and system constraints conflict across the organization; own the decision rights others upscale to.
• Lead seller economics end to end—including revenue bookings.
• Define crediting strategy across all revenue streams and partner relationships.
• Lead commercial readiness work ahead of the diligence window; manage relationships with related teams.
• Identify and drive change initiatives with direct impact on commercial outcomes.
• Build, lead, and develop the Pricing & Commercialization function.
• Own frontbook, backbook, supplier, and partner pricing across the portfolio.
• Set and enforce discount governance and promotion strategy.
• Drive packaging and offer construction for scalable sales execution.
• Establish and oversee the pricing research program (conjoint analysis, willingness-to-pay).
• Define commercial requirements for CPQ, billing, quoting, and legal.

Skills

Analytical mindset

Executive communication

Influence & negotiation

Cross-functional leadership

Pricing strategy

SaaS/fintech pricing

Education

Bachelor's degree or equivalent

Tools

Salesforce CPQ

Job description

Senior Director of Pricing & Commercialization

Charlotte, North Carolina, United States

JOB OVERVIEW

As the Senior Director of Pricing & Commercialization, you will build and lead AvidXchange's new Pricing and Commercialization function. You will own and develop the commercial strategy end to end: designing the pricing architecture, establishing operating governance, driving alignment across a complex set of internal partners, and serving as the executive-facing decision-maker when commercial constraints conflict.

WHAT YOU'LL DO

Commercial Strategy & Seller Economics

• Own and develop the commercial strategy for AvidXchange — including the framework that governs how products are priced, packaged, credited, and sold across all revenue streams
• Serve as the decision-maker when packaging, crediting, pricing, and system constraints conflict across the organization; own the decision rights others upscale to
• Lead seller economics end to end — including the revenue bookings
• Define crediting strategy across all revenue streams and partner relationships
• Lead commercial readiness work ahead of the diligence window; own the working relationship with Corpay sales planning and analysis
• Identify, advocate for, and drive change initiatives with direct impact on commercial outcomes — including challenging existing processes where they create friction or inconsistency
• Build, lead, and develop the Pricing & Commercialization function
• Own frontbook, backbook, supplier, and partner pricing across the AvidXchange portfolio
• Set and enforce discount governance: floors, bands, approval thresholds, and exception paths — with accountability for exception volume trending down
• Drive packaging and offer construction — simple enough that Sales can execute without custom enablement per deal
• Set promotional pricing strategy and responsiveness to market conditions
• Establish and oversee the pricing research program, including conjoint analysis and willingness-to-pay studies

Commercial Requirements, Architecture & Measurement

• Define commercial requirements for CPQ, billing, quoting, and legal — this function sets requirements; partner teams build to them
• Own partner attribution architecture: how partner revenue resolves to the buyer for reporting and crediting
• Own the commercial scorecard: price realization by product and channel, discount exception reporting, post-launch performance — with accountability for the data holding up under internal and external scrutiny

WHAT WE'RE LOOKING FOR

• University degree or equivalent experience, and 10–12+ years in pricing, commercial strategy, or go-to-market roles, with at least 3–4 years in a leadership capacity
• Demonstrated ability to build, own, and scale a function — including identifying change initiatives and advocating for them with senior leadership
• Deep experience defining commercial requirements across pricing, packaging, CPQ, and crediting in a SaaS or fintech environment
• Strong analytical foundation — comfortable with pricing models, margin analysis, and pricing research methodology
• Proven ability to communicate with executive leadership on matters of strategic importance and influence business decisions at the senior level
• Ability to influence others to accept new concepts, practices, and approaches across a matrixed organization
• Collaborative operating style — establishes the commercial model, then holds partner functions accountable for executing to it
• Advanced business knowledge and leadership capability; mastery within pricing or commercial strategy with broad understanding across related disciplines

Preferred Experience, Qualifications, and Skills

• Experience in payments, AP automation, or financial technology
• Familiarity with CPQ platforms (Salesforce CPQ preferred) and deal desk workflows
• Background in formal pricing research methods including conjoint analysis and willingness-to-pay studies

About AvidXchange

AvidXchange is a leading provider of accounts payable (“AP”) automation software and payment solutions for middle-market businesses and their suppliers. By trade, we are a technology company, but if you ask anyone who works here, they’ll tell you our people are at the core of who we are. At AvidXchange,mindset is everything. We are Connected as People, Growth Minded, and Customer Obsessed. Thesethree mindsets represent our culture – who weare, who we’ve always been, and they guide usto improve every day.Since our founding in 2000 in Charlotte, NC, we’ve created a company of over 1,500 teammates working across the U.S., or remotely. AvidXchange is proud to be Certified™ as a Great Place to Work ®. The prestigious recognition is based on anonymous data from our teammates and makes official what our teammates have known for years – that AvidXchange is a Great Place to Work®.

Who you are:

• A go-getter with an entrepreneurial mindset – that meansyou arenot afraid of taking risks,winning bigorfacing the unknown.
• Someone who understands that business ispeople centric. Connecting with others as humans first allows you to develop mutually beneficial working relationships.
• Focused onmaking a difference for our customers. AvidXchange exists to help solve complex problems for our customers so we can all realize our potential.

What you’ll get:

AvidXchange teammates (we call them AvidXers) get the perks and prestige of a growing tech company paired with the flexibility of a founder-led startup. We help our AvidXers develop as professionals and as human beings, providing work/life balance, development programs, and competitive benefits. At AvidXchange, we are building more than a tech company – we are building an experience. We remain committed to a culture where you can fully be 'you’ – connected with others, chasing big goals, and making a meaningful impact. If you want to help us grow while realizing your potential and creating stories you’ll tell for years, you’ve come to the right place.

• 18 days PTO*
• 11 Holidays (8companyrecognised & 3floatingholidays)
• 16 hours per year ofpaid Volunteer Time Off (VTO)
• High Deductible Heath Plan Option that has $0 monthly premium for teammate-only coverage
• 100% AvidXchange paid Life Insurance
• 100% AvidXchange paid Long-Term Disability
• 100% AvidXchange paid Short-Term Disability
• Employee Assistance Program (EAP) - Providescounseling services, legal and financial consultations and health advocacy for Teammates and their eligible dependents
• Onsite Health Clinic with Atrium Health - available to Teammates and their eligible dependents
• 401(k) Match: 100% match on the first 3% of your salary, plus 50% match on the next 2%
• Parental Leave: 8 weeks 100% paid by AvidXchange**
• Discounts on Pet, Home, and Auto insurance
• Perks at Work:free discount program that provides teammates the opportunity to save on items fromelectronics, movie tickets, car buying, vacations,andmore
• Onsite gym fitness center, yoga studio, and basketball court
• Tuition Reimbursement up to the federal maximum of $5,250***
• Hybrid Workplace Flexibility
• Free parking

*Fully granted from beginning of year, pro-rated if hired mid-year

**Must be full-time for at least 3 months

***Must be full-time for at least one year

AvidXchange is an equal opportunity employer. AvidXchange is committed to equal employment opportunity in accordance with applicable federal, state, and local laws. AvidXchange will not discriminate against applicants for employment on any legally recognized basis. This includes, but is not limited to veteran status, race, color, religion, sex, sexual orientation, gender identity, gender expression, national origin, age and physical or mental disability.