Director, Commercial Excellence - Pricing Strategy

Work, Play and Grow at BlackLine!

Make Your Mark:

As the Director of Commercial Excellence - Pricing Strategy, you will be a strategic leader responsible for driving revenue growth through effective pricing strategies and commercial excellence. Your primary focus will be on developing and implementing pricing strategies that prioritize revenue growth while ensuring alignment with market dynamics and customer value. You will lead the function and collaborate cross-functionally to optimize commercial offerings, pricing models, supporting our organization's growth objectives. This role demands a deep understanding of SaaS dynamics, data-driven decision-making, and a passion for delivering results.

You'll Get To:

• Pricing Strategy Development: Develop and execute pricing strategies that accelerate revenue growth while considering market conditions, product lifecycle, competitive landscape, geographical variances, and perceived customer value.
• Cross-Functional Collaboration: Collaborate with product leaders, sales, deal desk, finance, and other key departments to ensure pricing strategies align with the overall business strategy, product lifecycle, and support growth objectives. Engage and align cross-functional stakeholders to ensure strong collaboration, buy-in, and execution of pricing strategies
• Market Analysis: Conduct thorough market research and analysis to identify pricing opportunities and threats, staying current on industry trends and competitive intelligence.
• Commercial Offering Optimization: Define and optimize commercial offerings, including packaging, bundling, and tiering strategies, to enhance value capture and drive growth.
o AAnalyze existing customer relationships to identify opportunities for aligning customer's price with the value they receive.
o Develop and implement strategies to find and engage with customers who may be paying less than the value they derive from our products and services.
o Identify customers where pricing may reduce risk of churn and attrition.
• Data-Driven Decision-Making: Utilize data and analytics to make informed pricing decisions, assess pricing effectiveness, and identify opportunities for improvement.
• Pricing Governance: Establish pricing governance, policies, and guidelines to ensure consistency and alignment with business goals.
• Revenue Growth Initiatives: Lead revenue acceleration initiatives, including identifying areas of revenue leakage and implementing corrective measures.
• Reporting and Metrics: Develop and monitor key performance metrics to measure the effectiveness of pricing strategies and support data-driven decision-making.

What You'll Bring:

Years of Experience in Related Field: 10-15+ years of experience, minimum of 5+ years of SaaS Experience
Education: Bachelor's Degree Business, Finance, or related field (Masters preferred)
Technical/Specialized Knowledge, Skills, and Abilities:
• Proven experience in pricing strategy and commercial excellence, with a focus on revenue growth acceleration.
• Strong leadership and team management skills, with a track record of building and developing high-performing teams.
• Deep analytical and quantitative skills, with the ability to leverage data for decision-making.
• Exceptional communication and stakeholder engagement abilities.
• Knowledge of market dynamics, competitive intelligence, and industry trends.
• Experience with pricing software and analytics tools is a plus.
• Results-oriented mindset with a passion for driving growth and achieving objectives.

Thrive at BlackLine Because You Are Joining:

• A technology-based company with a sense of adventure and a vision for the future. Every door at BlackLine is open. Just bring your brains, your problem-solving skills, and be part of a winning team at the world's most trusted name in Finance Automation!
• A culture that is kind, open, and accepting. It's a place where people can embrace what makes them unique, and the mix of cultural backgrounds and varying interests cultivates diverse thought and perspectives.
• A culture where BlackLiner's continued growth and learning is empowered. BlackLine offers a wide variety of professional development seminars and inclusive affinity groups to celebrate and support our diversity.

BlackLine is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity or expression, race, age, religious creed, national origin, physical or mental disability, ancestry, color, marital status, sexual orientation, military or veteran status, status as a victim of domestic violence, sexual assault or stalking, medical condition, genetic information, or any other protected class or category recognized by applicable equal employment opportunity or other similar laws.

BlackLine recognizes that the ways we work and the workplace itself has shifted. We innovate in a workplace that optimizes a combination of virtual and in-person interactions to maximize collaboration and nurture our culture. Candidates who live within a reasonable commute to one of our offices will work in the office at least 2 days a week.

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Salary Range:

USD $151,000.00 - USD $214,000.00

Pay Transparency Statement:

Placement within this range depends upon several factors, including the applicant's prior relevant job experience, skill set, and geographic location. In addition to base pay, BlackLine also offers short-term and long-term incentive programs, based on eligibility, along with a robust offering of benefit and wellness plans.