Pricing & Deal Strategy Analyst

About the Role

As EnergyHub scales its impact at the grid edge, our commercial models are becoming increasingly sophisticated. We are building complex partnerships that involve cloud-to-cloud integrations, utility grid services, and evolving regulatory landscapes. We need an analytical powerhouse to ensure our pricing reflects our value, protects against industry volatility, and remains competitive across a diverse portfolio of utility clients.

The Pricing & Deal Strategy Analyst will report to the leader of the Revenue Operations team. You will be the primary engine behind our commercial decision-making, responsible for building the models that define how we go to market. This is a high-visibility role sitting at the intersection of Sales, Product, Product Marketing, and Finance, ensuring every proposal is winning for the client, sustainable for the business, and optimized for the grid.

Main Responsibilities

Pricing Strategy & Grid Value Modeling

• Commercial Model Development: Build and maintain sophisticated financial models to evaluate pricing for new products, bundles, services, and complex multi-year utility contracts.
• The "Value Stack" Analysis: Partner with Product, Analytics, Product Marketing, and Market Development to weight pricing models based on device-specific value streams (e.g., peak shedding, frequency regulation, and localized grid relief).
• Regulatory & Tariff Nuance: Analyze utility tariff structures and regulatory filings to ensure EnergyHub’s offerings remain competitive against traditional utility cost-of-service models and "bring your own device" (BYOD) incentives.
• New Product Pricing: Define pricing structures for upcoming features and service lines, ensuring they align with long-term margin goals and market expectations.

Deal Strategy & Risk Assessment

• Complex Deal Structuring: Act as the lead analyst for non-standard deals. Model various "what-if" scenarios, including volume-based pricing and performance-based incentives.
• Sensitivity & Risk Modeling: Develop models to assess commercial risk in performance contracts, simulating various weather scenarios, grid event frequencies, and device participation rates to ensure margin protection.
• Competitive "Price-to-Win": Analyze how individual proposals fit into the broader business and maintain a competitive library of industry benchmarks to inform "Price-to-Win" strategies on large-scale utility solicitations.
• Deal Desk Support: Provide the data-backed rationale for the Deal Desk, helping leadership understand the trade-offs of specific deal terms, concessions, or shared-savings arrangements.

Commercial Insights & Governance

• Look-Back Analysis: Conduct post-mortem analyses on existing contracts to compare realized deal performance against historical benchmarks, identifying trends in discounting and yield.
• Pricing Governance: Help maintain the standard price book and discounting logic within Salesforce and BillingPlatform.
• Process Automation: Identify ways to turn manual pricing spreadsheets into repeatable, automated tools that Sales can use for self-service on standard deals.
• Other Duties as assigned

Requirements

• Experience: 5-8 years of experience in Pricing, Strategic Finance, or Commercial Operations, ideally within B2B SaaS, a Utility, or a Renewable Energy technology company.
• Analytical Excellence: Advanced Excel and financial modeling skills are a must. Experience with SQL