Pricing Director

About the Opportunity

This is a critical leadership role reporting directly to the Chief Financial Officer, established to ensure Salsify’s value-capture engine operates with maximum efficiency, integrity, and scalability as we grow. You will own the strategic development and operationalization of Salsify’s pricing and packaging frameworks, bridging the gap between product value creation and commercial execution. This role is responsible for the governance of our global price book, translating complex market and product insights into a clear, scalable commercial model that drives sustainable growth.

You are a highly analytical and diplomatically-minded leader who excels at aligning the strategic goals of Product, Legal and Finance with the practical needs of the Commercial organization. You will define the best practices for value-based pricing while establishing the controls needed to maintain margin integrity and simplify the buying process. Your success will be measured by the optimization of our Average Customer ARR, the reduction of pricing-related friction in the sales cycle, and the long-term expansion of customer lifetime value.

How You'll Make an Impact:

• Lead Pricing Strategy & Packaging: Design and implement global pricing models that align with the value our products deliver, ensuring Salsify remains competitive and profitable as we scale from $170M to $300M+.
• Price Book Governance: Own the end-to-end lifecycle of SKUs, including product and entitlements definition, discounting practices, and the maintenance of our global price book to ensure accuracy across all systems.
• Cross-Functional Orchestration: Act as the primary liaison between Product, Legal, Commercial, and Finance to ensure new product launches are effectively priced, packaged, and enabled for the sales force.
• Operational Excellence: Partner with the Business Systems and Deal Desk teams to ensure pricing logic is seamlessly integrated into Salesforce and CPQ, providing sales teams with the tools to quote confidently.
• Analytics & Performance Framework: Develop and manage key performance metrics to provide leadership with timely insights into pricing elasticity, discounting trends, and the impact of packaging changes on win rates and renewals.