Senior Manager, Pricing

Description

We are looking for a Senior Manager, Pricing to define and lead Tines’ monetisation, pricing and broader commercial strategy. This role will research how customers perceive and realise value, identify the commercial models that best support our enterprise strategy, and translate that work into clear choices about how we package, price and sell our platform.

You will combine long-term strategy with hands-on execution: building the evidence base, shaping new commercial models, setting the pricing roadmap, developing recommendations for the Pricing Steering Committee and working directly on important and non-standard deals. You will partner with Deal Desk, Product Marketing, Product, Finance, RevOps and Enablement to put decisions into practice, and build a small team of up to two people as the capability grows.

What You Will Be Doing

• Define Tines’ monetisation, pricing and commercial strategy, connecting company and product strategy to clear choices about target customers, value metrics, packaging, price architecture and commercial models.
• Lead research into customer value, willingness to pay, buying behaviour, competitive alternatives and market trends. Combine this with win/loss, usage, discounting and financial data to identify opportunities and pressure-test assumptions.
• Create and shape new monetisation and commercial approaches for Tines’ platform, products and capabilities. Develop options, model their customer and business impact, test them with the market and recommend a clear path forward.
• Turn research and analysis into evidence-based recommendations for the Pricing Steering Committee. Make the strategic choices, economics, customer implications, risks and trade-offs clear, secure approval and maintain a record of decisions.
• Own the pricing and commercial strategy roadmap and backlog. Establish a clear intake and prioritisation process, balancing foundational strategy, new monetisation opportunities, product launches and immediate deal needs.
• Work deal by deal with Sales and Deal Desk on strategic, complex and non-standard opportunities, shaping the offer, price architecture, commercial terms and give-get strategy while protecting the integrity of the wider commercial model.
• Partner with Deal Desk, Product Marketing, Product, Finance, RevOps and Enablement to implement approved changes across quoting, approval rules, systems, guidance, messaging, training and customer-facing materials.
• Measure the impact of monetisation, pricing and commercial decisions through indicators such as win rate, realised price, discounting, sales-cycle friction, package mix, adoption, expansion and renewal outcomes; use the learning to refine the strategy and roadmap.
• Build the pricing and commercial strategy function over time, including hiring and developing up to two team members, defining ways of working and creating a trusted internal centre of expertise.

Requirements

• Deep commercial strategy experience in B2B SaaS, with a track record of researching markets and customer value, identifying monetisation opportunities and turning customer, market and financial evidence into clear strategic recommendations.
• Experience creating or materially shaping commercial models, monetisation approaches, packaging or pricing strategy for a complex, sales-led business. Direct pricing specialism is useful, but not required.
• Strong deal judgement. You can work with Sales and Deal Desk on strategic enterprise opportunities, understand the commercial trade-offs and balance the needs of an individual deal with the company’s broader strategy.
• Strong research, analytical and commercial judgement. You can combine customer research, market evidence and financial or scenario modelling to form a point of view and make sound choices with imperfect data.
• Executive communication and influence. You can make complex commercial choices understandable, defend a point of view and help senior leaders reach a decision.
• Proven cross-functional leadership across Sales, Deal Desk, Finance, RevOps, Product Marketing and Enablement, with the operational discipline to turn decisions into changes that stick.
• People leadership capability: experience managing or developing strong performers, and the ability to build a small team as the commercial strategy and pricing capability grows.

Why This Role, Why Now

Tines is growing as an enterprise, sales-led orchestration, automation and AI platform. We do not rely on a public, self-serve pricing model: pricing quality is expressed through the way we package value, guide sellers and shape individual customer agreements. As our platform and enterprise opportunities become more complex, pricing needs dedicated senior ownership.

This role will create that capability. It combines long-term strategy with direct involvement in important deals, senior governance and practical execution. The person who joins will define how pricing works at Tines, establish the roadmap and operating model, and build the team needed for the next stage of growth.

Compensation:

US - $177,000 - $192,000 OTE (base + bonus + equity)

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