[Hiring] Pricing Director @Salsify

Role Description

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.

Qualifications

• 10+ years of progressive experience in Pricing Strategy, Business Operations, or Finance management, with a proven track record of scaling pricing functions in high-growth SaaS environments.
• Deep expertise in SaaS monetization models, including value-based pricing, usage-based mechanics, and complex multi-product packaging.
• A strategic problem-solver mindset, capable of navigating complex commercial challenges and managing the trade-offs between market flexibility and financial risk tolerance.
• Exceptional collaboration and influencing skills, particularly the ability to build consensus among diverse stakeholders with often-competing priorities.
• Familiarity with sales technology systems, specifically Salesforce and CPQ, and how they are used to operationalize pricing policy.
• Analytical Rigor: Proficiency with structured thinking and data analysis; experience with SQL or BI tools is highly preferred.

Requirements

• Compensation Philosophy:
  • We pay market rates, which are competitive and equitable.
  • We pay based on performance and proficiency, not tenure.
  • We adjust proactively; when the market moves, we do too.
• The posted compensation range reflects the base salary for this position. In addition to base salary, some eligible roles may also have a commission plan or a bonus incentive.
• All Salsify employees receive equity in the form of stock options.
• All full-time employees are invited to participate in our Total Rewards plan, which includes health & medical benefits, flexible spending accounts, flexible PTO, and more.
• Offers to join Salsify are based on a few criteria, including the scope of the role, the candidate’s work experience, targeted skills, internal equity of the team, and external market data.
• US National Pay Range: $161,500 — $190,000 USD.

Benefits

• Equity in the form of stock options.
• Participation in our Total Rewards plan, including health & medical benefits, flexible spending accounts, flexible PTO, and more.

Company Description

Salsify’s mission is to empower brand manufacturers to win on the digital shelf. Helping brand manufacturers to win online is what we do. Our culture is who we are. We are empowered. We are positive thinkers. We take action. We care deeply. These values have driven Salsify’s growth and earned the company numerous top workplace awards.

We are headquartered in Boston, Massachusetts and have hubs in Lisbon (Portugal) and Sydney (Australia). If you are excited to work in a fast-paced environment with a team that values agility, curiosity and passion, we want to hear from you!