Director, Pricing

Position TypeFull timeType Of HireExperienced (relevant combo of work and education)Education DesiredBachelor of EngineeringJob DescriptionThe PositionThe Director, Pricing leads commercial pricing, deal structuring, and contract negotiation support for Capital Markets solutions across new logos and renewals. The role sets portfolio pricing strategy and governance, partners with Sales, Product, Finance, Legal, and Delivery to improve win rate while protecting margin and revenue quality, and leads a team focused on faster, more consistent decisioning. Success requires strong SaaS/term licensing and services pricing fundamentals, working knowledge of revenue recognition, and the ability to translate market and competitive dynamics into practical pricing frameworks.Job ResponsibilitiesPricing Strategy, Governance & Deal LeadershipSupport Sales end-to-end from RFP/pricing request through contracting and signature; align stakeholders, communicate approach/status, and drive timely approvalsPartner with Solution Management to set pricing guardrails/offers, drive adherence through governance, and review outliers to identify optimization opportunitiesEvolve portfolio pricing strategy (software, services, hosting/managed services); define standards, guardrails, and clear exception pathsAdapt global frameworks to regional market/competitive dynamics while maintaining financial disciplineGuide commercial structures that balance growth, margin, and revenue recognition; ensure terms support compliant revenue outcomesLead complex commercial negotiations with Sales and Legal, grounded in data and market intelligenceReview and approve contract commercial terms within authority (price, indexation, payment terms, ramps, termination, SLAs/credits)Present recommendations, risks, and trade-offs to leadership; drive timely decisions on exceptions and investmentsUse portfolio insights (win/loss, discounting, competitive pressure) to recommend packaging, pricing, and investment actionsSet pricing execution standards (documentation/auditability) and coach stakeholders to reduce non-standard terms and speed approvalsCross-Functional LeadershipPartner cross-functionally (Sales, Product, Finance, Legal, Services, Delivery) to align commercial strategy, cost-to-serve, and scalable offersLead and develop the pricing team; set priorities and ensure consistent service levels and decisioningOwn the Sales/Renewal interlock rhythm for the portfolio; highlight pipeline/renewal risks and actions to hit bookings and retention targetsOperational ExcellenceHelp steer process improvements (with the execution excellence function) to improve cycle time, clarity of roles, intake/SLAs, and escalationsScale standardization/automation to enable appropriate sales self-service; track adoption and outcomesMaintain deal comps and pricing benchmarks to speed decisioning and improve consistencyImplement deal scorecards and structured decision summaries to standardize risk/return evaluationRun a reporting/insights loop (mix, discounting, exceptions, margin/revenue quality) to prioritize and measure improvementsKPIs & OKRsOwn OKRs/KPIs (deal velocity, throughput, SLA adherence) and drive actions to improve performanceTrack deal iterations and rework; partner with Sales/Solution Management to improve first-pass qualityManage capacity (deals per FTE, aging, workload balance) and adjust delegation and prioritizationReport outcomes (discounting vs. guardrails, exceptions, margin/revenue quality) with regular KPI readouts and actionsRequired Skills10+ years in pricing, deal strategy, commercial finance, strategy/consulting, or revenue ops (fintech/financial services tech preferred)Bachelor’s degree in Finance, Economics, Business, Analytics, or related fieldDemonstrated people leadership and/or ability to lead through influence in a matrixStrong analytics/financial modeling; able to evaluate unit economics, margin/cash, and revenue quality trade-offsStrong business judgment and executive presence; able to influence senior stakeholdersComfort with ambiguity; able to prioritize across pipeline, renewals, and strategic initiativesStrong grasp of enterprise deal structures and contracting concepts (discounts, ramps, indexation, payment terms, renewals, termination, services)Track record improving pricing governance, standardization, and processes to increase speed and consistencyClear written/verbal communication; able to translate analysis into concise recommendationsCollaborative leadership style with strong customer/sales partnership mindsetStrong stakeholder management across global, cross-functional partnersAbility to manage a high volume of deals while maintaining quality and timelinesAdvanced Excel; comfort with BI/reporting tools (Power BI/Tableau) and CRM data a plusHigh integrity with disciplined, well-documented decision makingPreferred SkillsPricing experience in capital markets/fintech solutions (e.g., post-trade, data, risk, treasury, payments)MBA or other advanced degreeExperience building pricing operating models (intake, SLAs, delegation of authority) and scaling execution with Deal Desk/Commercial OpsPrivacy StatementFIS is committed to protecting the privacy and security of all personal information that we process in order to provide services to our clients. For specific information on how FIS protects personal information online, please see the Online Privacy Notice.EEOC StatementFIS is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, marital status, genetic information, national origin, disability, veteran status, and other protected characteristics. The EEO is the Law poster is available here supplement document available hereFor positions located in the US, the following conditions apply. If you are made a conditional offer of employment, you will be required to undergo a drug test. ADA Disclaimer~ In developing this job description care was taken to include all competencies needed to successfully perform in this position. However, for Americans with Disabilities Act (ADA) purposes, the essential functions of the job may or may not have been described for purposes of ADA reasonable accommodation. All reasonable accommodation requests will be reviewed and evaluated on a case-by-case basis.Sourcing ModelRecruitment at FIS works primarily on a direct sourcing model; a relatively small portion of our hiring is through recruitment agencies. FIS does not accept resumes from recruitment agencies which are not on the preferred supplier list and is not responsible for any related fees for resumes submitted to job postings, our employees, or any other part of our company.#pridepass