Vice President, Pricing

Summary

Join PointClickCare as the Vice President of Pricing, reporting to the Chief Marketing Officer. This leadership role is pivotal in accelerating and protecting revenue growth by developing and delivering pricing and value creation strategies across the Senior Care and Acute & Payer portfolio. Maximize profitability while aligning with enterprise goals. Key responsibilities include designing a holistic pricing strategy, optimizing pricing models, establishing pricing governance, measuring performance, and leading organizational transformation. The ideal candidate possesses 15+ years of relevant experience in pricing strategy and operations within SaaS or a related industry, along with a strong understanding of financial metrics and value-based pricing. This role requires expertise in data analytics, competitive analysis, and cross-functional collaboration.

Requirements

• Proven track record of success in developing and implementing pricing strategies for large enterprise clients within the SaaS, B2B industry or a closely related industry, such as cloud services or subscription-based models
• Knowledge of how recurring revenue impacts pricing strategies is critical
• 15+ years of relevant experience in pricing strategy & operations with a proven ability to design and optimize pricing models specific to SaaS (tiered pricing, usage-based pricing, time-bound trigger models, etc.) and understanding the nuances between customer acquisition and retention pricing strategies
• Experience in creating long-term strategic pricing roadmaps that align with company goals, market positioning, and customer needs
• The ability to leverage advanced data analytics to drive pricing decisions, optimize price points, and understand customer elasticity
• A strong grasp of financial and business metrics (e.g., LTV, CAC, margin analysis, ARR, and MRR) and how pricing decisions impact the overall business strategy
• The VP should excel at customer segmentation and have a strong understanding of value-based pricing (i.e., how pricing should reflect the value delivered to different customer segments)
• Ability to analyze and understand competitive landscapes to develop pricing that differentiates the company’s offering while driving revenue growth
• Knowledge of pricing’s impact on churn, retention, and customer lifetime value

Responsibilities

• Design a holistic pricing strategy and roadmap to accelerate long-term profitable growth
• Determine the monetization strategy for new offerings
• Design innovative pricing strategies for AI-powered offerings as well as in support of value-based care models
• Leverage market research to understand market landscape, customer perceptions, and key value drivers
• Craft pricing strategies that incentivize long-term commitment while balancing short-term revenue goals across the portfolio
• Evolve packaging and pricing models to better align with customer needs, value, and willingness-to-pay and inform the product roadmap
• Optimize list prices and annual price uplifts across offerings, segments, and markets to maximize business performance
• Incubate new commercial programs that deepen customer relationships and encourage greater product adoption
• Establish deal-specific pricing guidance for Sales with pricing targets and floors
• Design discount approval processes and governance that improve price consistency and performance while enabling sufficient sales team flexibility in collaboration with Rev Ops and Finance
• Lead the global rollout and measurement of new pricing frameworks and process, including discounting structures and customer migration strategies
• Establish KPIs to measure pricing performance
• Establish feedback mechanisms and iterative processes to refine and adapt pricing approaches based on organizational learning and market dynamics
• Strengthen pricing processes and tools to improve workflows and insights
• Partner closely with senior leaders across marketing, product, finance and sales
• Design comprehensive change management plans for rolling out new pricing frameworks across the organization including communication plans and enablement programs
• Build pricing capabilities across the organization through strategic training and knowledge-sharing initiatives

Preferred Qualifications

• Familiarity with advanced pricing software and tools (such as Price Intelligently, ProfitWell, or Vistaar) is crucial for designing, testing, and managing pricing strategies at scale
• The VP of Pricing should have a strong track record of negotiating large-scale, high-value contracts and partnerships
• Strong communication skills are essential to sell pricing strategies internally to leadership, sales teams, and other stakeholders
• Experience with customer relationship management (CRM) and enterprise resource planning (ERP) systems, such as Salesforce or NetSuite, is important, as these systems often tie into pricing and revenue management workflows
• Familiarity with pricing automation tools and AI-driven pricing algorithms that can optimize prices based on customer behavior, market conditions, and competitive pressures
• Pricing strategy can often change due to mergers or acquisitions

Benefits

• Retirement Plan Matching
• Flexible Paid Time Off
• Wellness Support Programs and Resources
• Parental & Caregiver Leaves
• Fertility & Adoption Support
• Continuous Development Support Program
• Employee Assistance Program
• Allyship and Inclusion Communities