About the role
We are looking for a Manager, Pricing Operations with deep C&I solar and O&M expertise to serve as the internal subject matter expert who translates our pricing infrastructure into successful deal execution. This role reports to the VP, Revenue Strategy & Operations and sits at the intersection of Sales, Finance, Product, Legal, and Operations, while leading a team of two. A successful person in this role is analytically sharp, intensely curious, and comfortable operating without a fully defined playbook — known for connecting the dots across functions and driving cross-functional efforts to resolution even when the path forward isn’t perfectly clear.
What You'll Do
Deal Pricing & Cross-Functional Execution (50%)
Own the intake, triage, and resolution process for non-standard pricing requests, including making recommendations, identifying required approvals, and ensuring stakeholders are aligned on final decisions.
Apply deep C&I solar and O&M expertise to diagnose non-standard deal situations, determine what input is needed and from whom, and translate resolutions into clear, actionable guidance for Sales across both commercial and residential business lines.
Serve as the cross-functional coordination point for contract and redline questions with pricing or structural implications — identifying the right owners, running down answers, and synthesizing clear guidance so deals don't stall at the handoff between functions.
Proactively communicate status, risks, and blockers on complex deals to cross-functional stakeholders — not just when asked, but as a consistent habit that keeps deal velocity high and surprises low.
Pricing Infrastructure & Continuous Improvement (30%)
Identify and surface breakdowns in the pricing ecosystem, working with the right owners to close gaps and reduce the volume of deals that fall outside our pricing infrastructure.
Partner with Finance, Field Service, and Product to identify gaps in pricing model inputs and coordinate updates so that exceptions requiring manual intervention decrease over time.
Capture the structure, rationale, and outcome of non-standard deals as institutional knowledge, feeding patterns back to Finance and Product to improve pricing guardrails and future deal velocity.
Market Expertise & Team Leadership (20%)
Manage and develop a team of two, providing day-to-day guidance, coaching, prioritization support, and feedback.
Serve as the go-to internal reference point on C&I solar market dynamics and O&M service economics — synthesizing market knowledge, deal history, and competitive context into guidance that sharpens how Sales positions and prices.
Set priorities for the team, balance urgent deal support with longer-term process improvements, and build the team’s ability to diagnose pricing issues independently over time.
Create structure for team workflows, decision-making, and escalation paths so work moves forward with clarity and consistency.
Who You Are
A strong, proactive communicator — you keep stakeholders informed, surface issues early, and drive alignment with transparency and clarity.
Comfortable operating in ambiguity and creating clarity in areas with limited structure — this role requires sound judgment and the ability to move work forward as processes continue to evolve.
Curious and continuous-improvement oriented: you actively identify what’s breaking, iterate on your approach, and view complexity as an opportunity to build better systems.
A connector — known for cutting through complexity and driving cross-functional efforts to resolution even when the path forward isn’t perfectly clear.
Experience You’ll Need
5–8 years of experience in C&I solar, with direct exposure to O&M service economics, contract structures, and commercial pricing — required foundation, not a nice-to-have.
Strong command of C&I solar deal structures: PPA/lease mechanics, O&M contract terms, performance guarantee frameworks, and how these interact with pricing decisions.
Demonstrated ability to navigate complex cross-functional environments, coordinating across Sales, Finance, Legal, and Operations to resolve deal-level questions with speed and commercial integrity.
Experience working with or alongside a deal desk, pricing function, or revenue operations team.
People management experience, with a track record of developing and guiding analytical team members.
