The Director of Pricing owns the company’s pricing strategy and the structure that supports it. This includes packaging, metric design, SKU architecture, list prices, partner pricing, and promotions. The Director translates product value and market needs into a pricing system used for new sales, expansions, and renewals.
This role leads the pricing team and brings pricing and packaging proposals to the Pricing Committee for discussion and approval. The Director works with product management, sales, customer success, finance, revenue operations, IT, and marketing to ensure pricing decisions are well grounded and implemented correctly. The role reports to the Chief Product Officer or the Transformation Leader. The Director has direct reports from the start, with the team expanding as the pricing function grows.The Director also serves as an advisor to sales and the Pricing Committee on strategic deals and may assist in explaining pricing strategy to key customers.
Key Responsibilities:
- Lead development of pricing strategy, packaging, metric definitions, SKU structure, list prices, partner pricing, and promotions, bringing proposals to the Pricing Committee for approval
- Build and lead the pricing team, shape the team as the pricing function evolves
- Lead the Pricing Committee process and ensure decisions are carried through
- Own pricing architecture for new business, expansions, and renewals across all segments and channels
- Define pricing metrics for each product and ensure they can be measured in the product and fully supported within the quote to cash system
- Create and maintain rate cards and pricing tools used by sales, customer success, partners, and operations
- Develop discount and promotion policies, track how they are used, and provide the Pricing Committee with insights and recommendations
- Maintain partner and reseller pricing
- Align partner programs with product strategy and commercial policies
- Advise sales and customer success on strategic deals, ensuring pricing principles are followed
- Work with product management on packaging decisions and value positioning to tie pricing to the benefits customers receive.
- Partner with finance, revenue operations, and IT as an advisor to implement pricing in quote to cash systems
- Ensure SKUs, pricing rules, and workflows remain accurate and current
- Monitor price realization, margin performance, discount trends, and deal patterns
- Conduct post-deal reviews to identify improvements
- Gather and analyze data for pricing proposals, including financial models, segmentation work, and competitive research
- Maintain pricing documentation and field guidance, Make sure sales and customer success teams understand pricing changes and how to apply them.
- Build strong relationships with sales, customer success, product, finance, revenue operations, IT, and marketing
Basic Requirements:
- 10 or more years of pricing, revenue management, or related experience in SaaS Experience owning pricing strategy, packaging, list pricing, promotions, and discount frameworks
- Proven people manager with experience leading a pricing team with direct reports
- Proven ability to build and interpret financial models, conduct pricing analysis, and use tools such as Excel, BI platforms, and pricing or revenue management systems to develop and support recommendations
- Extensive experience working with CPQ, billing, CRM, and quote to cash systems and understanding how pricing is implemented within them
- Able to lead cross-functional work and present recommendations to executive groups
- Able to support strategic deals as an advisor to sales and customer success
- Comfortable engaging with customers when needed, including explaining pricing strategy, supporting strategic conversations, and conducting closed-lost or pricing-related interviews to gather insight
Preferred Requirements:
- Master’s degree in marketing, economics, business, or related field strongly preferred
- Ability to travel about 10%
- Pilot or aviation enthusiast
About Jeppesen ForeFlight:
Jeppesen ForeFlight is a leading provider of innovative aviation software solutions, serving the Commercial, Business, Military, and General Aviation sectors globally. Combining Jeppesen’s 90-year legacy of accurate aeronautical data with ForeFlight’s expertise in cutting-edge aviation technology, the company delivers an integrated suite of tools designed to enhance safety, improve operational efficiency, and sharpen decision-making.
Why You Should Join:
At ForeFlight, we know you want a rewarding career. To do that, you need challenging projects, a good work environment, and awesome coworkers. We believe in our employees, and we empower them to make a direct impact on our products and services messaging. We strive to provide ForeFlighters and their loved ones with a world-class benefits experience, focused on supporting their physical, financial, and emotional wellbeing. Our benefits package includes but not limited to the following:
- Medical, dental, vision insurance with Employer paid health premiums
- Open PTO Policy
- 401(k) with up to 10% company matching and immediate vesting
- 12 Weeks Paid Maternity Leave
- 4 Weeks Paid Paternity Leave
- Flight Training Rewards
- Tuition Stipend
Pay is based upon candidate experience and qualifications, as well market and business considerations: Summary Pay Range: $175,000-$205,000 USDJeppesen ForeFlight – EOE including Disability/Vets | Pay Transparency | E-Verify Participant
