UserTesting
Experience what your customers experience with real-time video feedback.
Director, Pricing and Deal Operations
Location
United States
Posted
2 days ago
Salary
Not specified
Bachelor Degree10 yrs expEnglish
Job Description
• Define and evolve UserTesting’s global pricing and packaging strategy across products and customer segments
• Establish clear pricing architecture, discount guidelines, approval thresholds, and governance frameworks
• Lead complex and strategic deal structuring while providing escalation support for high-value transactions
• Scale and develop a high-performing Deal Desk team, driving both efficiency and commercial rigor
• Partner with Product on monetization strategy for new launches and packaging evolution
• Identify and address discount leakage and margin erosion to improve realized pricing performance
• Operationalize pricing frameworks within CRM and CPQ systems, including dashboards and reporting to improve visibility and forecasting accuracy.
Job Requirements
- 10+ years of experience in pricing, Deal Desk, revenue operations, or commercial finance, including leadership experience
- Proven success building or scaling a global Deal Desk or pricing function in a high-growth SaaS environment
- Deep understanding of SaaS pricing models, ARR constructs, discount strategy, and margin management
- Strong analytical capabilities with experience in pricing analytics, modeling, and executive-level reporting
- Demonstrated ability to influence senior stakeholders across Sales, Product, Finance, and Legal
- Experience working with CRM and CPQ systems to operationalize pricing governance.
Benefits
- Accommodations for inclusive and accessible experiences
- Diverse perspectives encouraged.
