Director of Pricing

Summary

Join PayJunction as their results-driven Director of Pricing, leading and optimizing strategic pricing and deal evaluation processes. This critical leadership role involves establishing and enhancing systems, coaching and mentoring the Deal Desk team, and advising stakeholders. Hands-on contributions to high-impact projects are also expected. PayJunction offers a flexible work environment, allowing for remote or in-office options. The company values a people-first culture and provides a comprehensive benefits package.

Requirements

• Bachelor’s degree in finance, economics, business administration, or a related field (Master’s degree preferred)
• Minimum 10 years of experience in deal desk, finance, sales operations, or payments industry roles
• At least 6 years of hands-on experience in pricing strategies, financial modeling, and negotiations
• At least 5 years in a leadership or management role, including team building, coaching, and performance management
• Deep knowledge of interchange pricing, downgrades, and scheme fees for Visa, Mastercard, Amex, and Discover
• Proficiency in advanced Excel, Tableau, Power BI, and SQL for pricing and portfolio analysis
• Familiarity with Salesforce and Configure Price Quote (CPQ) tools
• Familiarity with pricing research methods, including conjoint analysis
• Strong analytical abilities to interpret complex data, identify trends, and make actionable recommendations
• Knowledge of the payments industry, including: Interchange rates and dues/assessments
• Competitor analysis of pricing and deal structures
• Familiarity with tools like ISO AMP, TSG AIM, and Salesforce CPQ
• Exceptional leadership and stakeholder management skills
• Excellent communication and negotiation abilities
• Adaptability, problem-solving, and decision-making capabilities in high-pressure environments

Responsibilities

• Lead, coach, and mentor the Deal Desk team to review and process deals with high accuracy and efficiency while personally contributing to high-impact projects that require individual ownership and execution
• Conduct performance reviews and provide training to enhance team capabilities
• Foster a collaborative and high-performance culture
• Establish and oversee systems to evaluate and configure pricing strategies for deals
• Provide high-quality pricing guidance and negotiation support to Sales for complex opportunities
• Ensure compliance with pricing authority matrices and PayJunction’s core values
• Own the configuration and management of pricing tools (e.g., ISO AMP, Salesforce CPQ) to ensure accurate cost mapping and margin calculation
• Automate and streamline Deal Desk processes to eliminate bottlenecks and improve throughput
• Conduct cohort and attrition analyses to uncover revenue opportunities
• Monitor and control compression and attrition events while ensuring compliance with all regulatory and company policies
• Conduct deal audits to verify calculations, quota credits, commissions, and compliance with established guidelines
• Analyze competitor pricing and market trends to inform deal strategy and pricing decisions
• Act as a strategic partner to Sales, Accounting, Legal, and other cross-functional teams
• Deliver accurate and timely reporting packages to stakeholders, including key performance metrics and forecast updates
• Identify opportunities to enhance pricing strategies and develop innovative solutions for profitability
• Collaborate with stakeholders to refine policies and processes, ensuring alignment with company objectives

Benefits

• Health, dental, and vision paid 100% by company for you and your dependents
• 401k with 6% match
• FSA and Dependent Care FSA
• Long-term & short-term disability coverage for you paid 100% by company
• 8 paid company holidays per year
• 2 paid floating holidays per year
• 1 paid volunteer day per year
• Home office equipment stipend
• Annual Learning Stipend
• Quarterly “fun budgets” for team bonding events
• Opportunity to be part of a company that is changing a whole industry
• Opportunity for growth within the company
• Opportunity for remote, in-office, or hybrid work
• Company-provided equipment for your home office
• An equipment allowance for home office essentials
• Free instructor-led yoga classes via Zoom