About the Role

We are seeking a Senior Pricing Operations Manager to ensure our pricing policies are accurately reflected and consistently executed across Salesforce CPQ, ERP, and other quoting systems. In this role, you’ll translate approved pricing policies, promotions, bundles, and discount structures—defined by Pricing Leadership—into system configurations that Sales can confidently use.

This role focuses specifically on operationalizing pricing policy within systems and providing guidance to Sales on pricing scenarios. You will work closely with the Revenue Proposal-to-Order Lead, who owns the broader CPQ architecture, guided quoting processes, and proposal automation tooling. Together, you’ll ensure pricing policies are executed correctly within the quoting framework.

This is a full-time, hybrid position based out of our Oakland, CA or Denver, CO offices. Our hybrid work model offers a blend of remote flexibility and in-person collaboration, including two days in the office each week to connect and build as a team.

 What You’ll Do

System Operationalization of Pricing Policy

• Translate approved pricing policies (discounts, promotions, bundles, and special terms) into business requirements that our GTM systems team can use to build configurable rules and logic within Salesforce CPQ, ERP, and related pricing systems.
• Define pricing matrices, discount waterfalls, product catalogs, approval flows, and quoting templates for pricing accuracy and consistency.
• Partner with the Proposal-to-Order Lead and IT/Systems teams to design, test, and troubleshoot pricing configurations within the CPQ framework.
• Develop and maintain documentation for pricing-related system configurations and policies.
• Identify opportunities for automation and efficiency improvements in pricing logic and quoting processes.

Quoting Operations Support

• Act as a subject matter expert on pricing policies for Sales and Deal Desk
• Provide training and enablement for sales teams on new pricing policies, system updates, and pricing best practices.

Field Feedback & Pricing Insights

• Gather feedback from Sales, Customer Success, and field teams on pricing effectiveness, customer sentiment, and operational challenges.
• Analyze recurring themes and pain points, synthesizing them into recommendations for pricing policy improvements.
• Collaborate with Pricing Strategy, Product, and Sales leadership to inform future pricing and packaging decisions with operational insights.

What We’re Looking For

• 5–7 years of experience in Pricing Operations, Sales Operations, or a similar analytical role, preferably in B2B SaaS or technology.
• Proven experience defining pricing rules and partnering with engineers to implement them in CRM/CPQ systems (Salesforce CPQ preferred; Oracle CPQ, Zuora CPQ also valued).
• Strong understanding of pricing methodologies, discount structures, and SaaS sales motions, usage economics.
• Excellent analytical skills with the ability to interpret data, identify trends, and provide actionable insights.
• Strong communicator who can clearly explain complex pricing concepts to Sales and cross-functional teams.
• Highly detail-oriented with a commitment to pricing accuracy and data integrity.
• Proficiency in Google Sheets, Hex, Looker, or similar tools for pricing analytics.

Bonus Skills

• Familiarity with financial reporting and revenue recognition principles.
• Project management experience coordinating cross-functional pricing initiatives.

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