Senior Pricing Strategist

Senior Pricing Strategist

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. Camunda is the leader in enterprise agentic automation, orchestrating complex business processes across agents, people, and systems. By creating production-ready, enterprise-grade agents with built-in governance, Camunda uniquely delivers trusted AI agents for business-critical processes. Over 700 leading innovators like Atlassian, ING, and Vodafone rely on Camunda to slash time-to-value from months to days, boost operational efficiency, and elevate customer experiences.

Camunda was named a Visionary in the inaugural 2025 Gartner® Magic Quadrant™ for Business Orchestration and Automation Technologies (BOAT).

As a fully remote, global company we’re rewriting the rules of modern business. We’re a Great Place to Work, on the GP Bullhound’s 2024 Top 100 Next Unicorn list, and we’re growing fast and looking for top talent to join our team.

We are seeking a Senior Pricing Strategist to own complex account pricing strategy across our go‑to‑market organization. This role will act as a strategic partner to Sales VPs by region, supporting high-value, non‑standard, and executive-level deals. This is a leadership role with direct influence on how we price, negotiate, and close our most important deals.

• Serve as the primary pricing strategist for complex, high-impact deals (large enterprise, multi‑year, global, or non-standard structures).
• Partner directly with Sales VPs by region to shape pricing strategy, discount positioning, and commercial trade-offs.
• Lead pricing strategy for executive-level negotiations, including renewals, expansions, restructures, and strategic accounts.
• Ensure pricing decisions align with long-term ARR growth, margin targets, and customer lifetime value.

• Act as a trusted advisor to Sales Leadership, CRO, Finance, and Deal Desk on pricing and commercial strategy.
• Provide clear recommendations—not just analysis—on how to structure deals to win while protecting the business.
• Step into VP-level pricing ownership previously handled by Sales leadership, bringing consistency and repeatability.

• Develop and evolve pricing frameworks, discount guardrails, and escalation paths for complex deals.
• Define when and how exceptions are made—and ensure they are intentional, documented, and measurable.
• Support regional Sales leaders with guidance that balances flexibility with governance.

• Partner closely with Deal Desk, Finance, Legal, Rev Ops, and FP&A to ensure pricing strategies are operationally executable.
• Ensure pricing decisions flow cleanly through quoting, contracting, billing, and revenue recognition systems.
• Influence tooling, processes, and data models to support scalable pricing decision-making.

• Analyze pricing trends, discount behavior, and deal outcomes to inform future strategy.
• Provide targeted enablement to Sales VPs and senior AEs on pricing strategy, negotiation levers, and commercial trade-offs.
• Translate complex pricing concepts into clear, executive-ready guidance.

• Sales VPs view you as a strategic partner, not a gatekeeper.
• Complex deals close faster with clearer pricing strategy and fewer last‑minute escalations.
• Discounting becomes more intentional and defensible.
• Executive pricing decisions are consistent, documented, and aligned to company strategy.
• The business no longer relies on ad‑hoc pricing judgment from Sales leadership alone.

• 8–12+ years of experience in Pricing Strategy, Deal Strategy, Revenue Operations, Field Finance, or Commercial Strategy within a SaaS or subscription‑based business.
• Proven experience supporting enterprise or strategic deals with complex pricing structures.
• Deep understanding of SaaS metrics (ARR, TCV, ACV, renewals, expansions, multi‑year contracts).
• Experience partnering with Sales VPs, CROs, and executive leadership.
• Strong commercial judgment and ability to balance growth, margin, and customer value.
• Exceptional communication skills—able to influence without authority.

• Experie…