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Applied Systems · 1 month ago

Sr. Pricing Operations Manager

Full-time

Hybrid

Senior Level, Lead/Staff

$130K/yr - $170K/yr

8+ years exp

Applied Systems is transforming the insurance industry and is seeking a Sr. Pricing Operations Manager to join their Sales Operations team. The role involves leading the Deal Desk function, managing complex deals, and collaborating with various stakeholders to enhance pricing strategies and operational efficiency.

InsuranceSoftware

Work & Life Balance

Responsibilities

Architect, launch, and lead the Applied Systems Deal Desk function, serving as the primary business partner for the Sales organization on complex, non-standard, and high-value deals

Streamline and manage the end-to-end quote-to-contract workflow to enhance efficiency

Act as the primary liaison between Sales, Legal, Finance, and Revenue Operations to accelerate deal closure while ensuring all commercial, legal, and revenue-recognition requirements are met

Serve as a trusted advisor to GTM teams, providing expert guidance on alternative contract options, creative deal structuring, and value propositioning to help drive deal closure

Develop, evaluate, and implement sophisticated pricing and financial models for multi-year, high-value enterprise agreements

Collaborate with key stakeholders to structure custom deals that align with customer needs while maximizing long-term revenue (ARR) and profitability

Design, implement, and govern the company-wide discounting and promotion framework

Establish and maintain clear policies, approval matrices, and exception-handling processes to ensure pricing integrity and margin protection

Partner with FP&A, sales, and executive stakeholders to align on our approach to annual price increases

Partner with Revenue Operations and Finance to define requirements for, and drive the evolution of, our GTM systems stack, particularly CRM (Salesforce) and CPQ tools

Ensure all approved pricing, discounting, and deal structures are operationalized and can be accurately reported and forecasted

Qualification

Deal Desk LeadershipFinancial ModelingPricing StrategySalesforce CRMB2B SaaS ExperienceMicrosoft ExcelCross-functional LeadershipTeam CollaborationProblem Solving

Required

8-12+ years of progressive experience in Deal Desk, Revenue Operations, Sales Operations, or Pricing, within a B2B SaaS or subscription-based technology company

3-5+ years of experience in a senior, strategic, or people management capacity, with a proven ability to lead and influence cross-functional teams

Expert-level, demonstrable mastery of Microsoft Excel is essential. This includes building complex, multi-dependent financial models from scratch, using advanced formulas, pivot tables, and data analysis functions

Proven track record of success in building, scaling, and managing a Deal Desk or 'price desk' function

Deep expertise in structuring complex, multi-product enterprise deals and the associated financial modeling (e.g., LTV, margin analysis, ARR impact)

Strong grasp of financial and business metrics (e.g., LTV, CAC, margin analysis, ARR, and MRR) and how pricing and deal decisions impact the overall business strategy

Experience with multiple B2B SaaS pricing models (e.g., subscription tiers, usage-based, value-based) is highly desirable

Understanding of GTM systems and quote-to-cash workflows and CRM (e.g., Salesforce) and CPQ platforms