Vice President, Pricing

Summary

Join PointClickCare as the Vice President of Pricing, reporting to the Chief Financial Officer. This high-visibility leadership role will significantly contribute to the company's revenue growth by developing and implementing pricing strategies across various portfolios. You will design holistic pricing strategies, optimize packaging and pricing models, establish pricing governance, and measure performance using key performance indicators (KPIs). The role also involves collaborating with senior leaders across different departments and building pricing capabilities within the organization. This position requires extensive experience in pricing strategy and operations within the SaaS or B2B industry, along with strong analytical and communication skills. PointClickCare offers a competitive salary and benefits package.

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)
• Experience in balancing price sensitivity with delivering tailored solutions for different customer tiers is critical
• 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