Pricing Manager
About the RoleAs a Senior Deal Desk Analyst, you will own pricing strategy, deal structuring, and the commercial approval process, enabling Sales to move quickly while maintaining strong margin discipline.You’ll be the first call when a deal needs pricing guidance, discount approval, or a creative commercial structure—not Finance leadership or Legal.Reporting to the Senior Director of FP&A, you’ll partner closely with the Deal Desk Manager (Commercial & Contracting) and collaborate across Sales, RevOps, Finance, and Legal. While the Deal Desk Manager focuses on contract terms and redlines, you’ll own pricing strategy, deal economics, and approval governance—together covering the full deal lifecycle.Postscript operates on a usage-based pricing model (SMS, MMS, RCS), not traditional SaaS subscriptions. Success in this role requires thinking in unit economics, variable revenue scenarios, and volume commitments—not just ACV and discount tiers.What You’ll DoPricing & Deal StructuringLead day-to-day pricing guidance for new business, expansions, and renewalsEvaluate non-standard deals by modeling usage scenarios, margin impact, and revenue outcomesProvide fast, clear recommendations on discounts, volume commitments, custom pricing tiers, and concessions—with authority to approve within defined guardrailsDevelop deep expertise in Postscript’s pricing across messaging, AI products, and managed services (Postscript Plus)Deal Governance & ApprovalsOwn and enforce the deal approval framework, including escalation thresholdsBuild and maintain pricing guidelines, discount matrices, and approval workflows to enable Sales self-service on standard dealsTrack discount trends, pricing exceptions, and margin erosion; regularly share insights with Finance and Sales leadershipEnsure deals move cleanly from execution to booking in partnership with Deal Desk Ops and FinanceProcess & ScalabilityTranslate tribal pricing knowledge into scalable, documented processesBuild Slack- and Salesforce-based workflows to reduce approval cycle timePartner with RevOps on CPQ configuration, pricing logic, and quote accuracyIdentify recurring deal friction and implement structural fixes (templates, policies, tooling)Cross-Functional PartnershipAct as a trusted advisor to Sales—someone they proactively engage early in dealsCollaborate with the Deal Desk Manager on deals spanning pricing and contract termsProvide pricing insights to Finance to inform forecasting and strategic decisionsPartner with Product and Finance on pricing for new products and packagingWhat We’re Looking For3–5+ years in Deal Desk, Pricing, RevOps, Sales Ops, or Strategic Finance at a high-growth SaaS or tech companyExperience with usage-based or consumption-based pricing strongly preferredStrong analytical skills; ability to model scenarios and clearly communicate financial impact to non-finance stakeholdersHigh EQ and strong stakeholder management—you can say “no” while maintaining trustAbility to operate independently and prioritize effectively in a fast-paced environmentExperience building processes from scratch, not just following themSalesforce proficiency required; CPQ tools (e.g., Salesforce CPQ, DealHub) preferredUnderstanding of revenue recognition principles and deal structure implicationsExcellent written and verbal communication skillsNice to HaveExperience with per-message, per-transaction, or per-API pricing modelsBackground in ecommerce, martech, or the Shopify ecosystemExposure to AI or hybrid pricing models (platform + usage)Experience with analytics tools like Snowflake or Looker