Pricing Strategy
The discipline of designing and optimising how a product is priced — including pricing model selection (per-seat, usage-based, tiered), packaging structure, discount policies, and competitive positioning.
Day-to-day use
Analysing win/loss data for pricing-related objections, modelling the revenue impact of a packaging change, advising deal desk on custom pricing requests, reviewing competitive pricing intelligence, and partnering with product on new feature monetisation.
Typical tasks
- ·Analysing the revenue impact of moving from per-seat to usage-based pricing
- ·modelling optimal price points using elasticity analysis
- ·designing a tiered packaging structure
- ·building a discount policy and guardrails for the sales team
Business outcome
A well-designed pricing strategy maximises revenue across customer segments, reduces discount pressure on the sales team, and improves gross margin by aligning price to the value customers receive.
Where this skill is applied
Technical Disciplines
CPQ & Deal Desk Engineering
Designs and manages Configure-Price-Quote systems and deal desk workflows — building product catalogs, approval logic, amendment rules, and ERP handoffs that turn complex deals into accurate quotes at speed.
Pricing Operations
Operationalises pricing strategy across the revenue stack — managing discount governance, price book architecture, competitive pricing triggers, and approval logic that protect margin while accelerating deals.
Revenue Accounting Operations
Bridges RevOps and Finance by operationalising revenue recognition rules in billing systems — managing deferred revenue tracking, ASC 606 / IFRS 15 compliance, and ERP integration so financial reporting is accurate and audit-ready.
Revenue Lifecycle Operations
Orchestrates the full customer lifecycle from onboarding through expansion to renewal — stitching product usage data into CRM, triggering expansion plays, and automating renewal workflows that maximise lifetime value.
Solutions Engineer
Bridges technical product capabilities and customer needs during the sales process — designing solutions, running demos, and supporting complex deal cycles.