Director of Pricing

Summary

Join Coupa, a leader in spend management, and become a Pricing Manager. You will independently manage pricing projects, collaborate with cross-functional teams, and develop pricing strategies. This role requires strong analytical skills, experience in product marketing and pricing within a SaaS environment, and proficiency with various tools. You will train sales teams, analyze sales metrics, and contribute to Coupa's overall monetization strategy. The position offers a competitive salary and the opportunity to work remotely.

Requirements

• 8+ years of work experience, including 4+ in product marketing and pricing roles, preferably in a SaaS company
• Advanced problem solving and analytical skills, including expertise in Excel
• Exceptional attention to detail and ability to understand and articulate the “big picture.”
• Ability to gather intelligence from data, present findings and decisions, influence executive stakeholders, and execute independently on initiatives
• Ability to work across organizational lines, command respect, and influence without authority
• Ability to independently do analysis and build a presentation to create pricing for new products and price changes for existing products
• Ability to mentor less experienced members of the pricing team
• Proficiency with CPQ and CRM (preferably Salesforce), able to navigate and extract data
• Proficiency with B.I. and Data Warehouse tools
• Bachelor’s degree required

Responsibilities

• Independently manage pricing projects to make recommendations to the pricing committee
• Work cross functionally with Product Management, Product Marketing, BU GM’s, Competitive Intelligence, and Value Consultants on pricing committee proposals
• Work with VP of pricing on all aspects of Coupa’s monetization strategy for its solutions, leading the company in achieving a “fair share” of the value provided to customers
• Train and enable sales teams with pricing, packaging and deal strategies (including creation of sales tools and insights) to measurably improve sales outcomes
• Project management and change management of pricing related initiatives
• Work with the broader GTM team to help define pricing and packaging strategies for existing and new products, including acquired company solutions
• Gather and distill pricing feedback from Product Marketing, Product Management, Sales, and Customer Success
• Define and analyze sales metrics and come up with hypotheses to optimize pricing
• Assist Deal Desk with the commercial sales process

Preferred Qualifications

M.B.A. desirable

Benefits

• Based in Bay Area, California: $171,275 - 201,500
• #LI-Remote