Director, Pricing and Customer Value

We are looking for an experienced and commercially orientated Director, Product Pricing to lead and manage our pricing across IRIS. The role will combine running strategic pricing and packaging initiatives, identifying opportunities to optimise pricing structures as well as accountability for pricing operations (with support from a Pricing Operations Manager). The role will work closely with cross-functional teams including finance, sales, product, and marketing.

Key responsibilities

• Accountable for management and improvement of the IRS pricing governance process and pricing policies.
• Lead pricing initiatives to drive revenue growth, increase market share and maximise customer lifetime value.
• Conduct analysis of key markets, competitor pricing strategies, and customer segments to inform pricing decisions.
• Collaborate with product management, sales, finance, and marketing teams to align pricing strategies with business objectives.
• Lead pricing research and analysis to define optimal pricing points for various product offerings.
• Design pricing strategies and structures for new products and improvements for existing products.
• Support business initiatives to migrate existing customers on desktop products to new cloud solutions.
• Develop pricing tools and frameworks to support data-driven decision-making and enhance pricing effectiveness.
• Monitor and evaluate pricing performance, providing insights to the executive team and adjusting strategies as needed to address changing market conditions and competitive pressures.
• Provide pricing thought leadership and drive pricing innovation by exploring new pricing structures, packaging options, and monetization opportunities.
• Work cross-functionally to set list prices and manage price increases – monitoring price achievement and systematically reviewing as required.
• Ensuring data consistency in the pricing system and driving further improvements.

Qualifications and experience

• Experience in pricing strategy, revenue management, or related roles, preferably in the software industry.
• Deep understanding of B2B pricing principles, methodologies, and best practices including experience of subscription, services, and SaaS pricing.
• Ability to build clear value-based customer pricing propositions.
• Proven track record of developing and executing successful pricing strategies that drive revenue growth and profitability.
• Strong analytical skills with proficiency in pricing analysis and financial modelling.
• Ability to work under pressure supporting teams in a dynamic environment.
• Self-directing – working alongside and across multiple functions, must be capable of prioritising own work and comfortable acting as the go-to pricing expert.
• Excellent communication and presentation skills, with the ability to articulate complex pricing concepts to diverse stakeholders including senior executives.
• Strategic thinker with the ability to translate market insights into actionable pricing strategies, balancing conceptual and strategic thinking with a pragmatic approach.
• Leadership experience, with the ability to inspire and motivate cross-functional teams.
• Highly organized and detail-oriented, with the ability to manage multiple projects and priorities in a fast-paced environment.

Please note: We occasionally close vacancies early in the event that we receive a high volume of applications. Therefore we recommend you apply as soon as possible.