Pricing Manager

Overview

Own and elevate the end-to-end commercialization process across GHX's product portfolio, including pricing, SKUs, process and tool management, serving as the connective tissue between commercial strategy and operational execution.

What you'll do

• Own the SKU commercialization process from requirements gathering through SKU creation to launch, in partnership with Product Management, Corporate Systems, Deal Desk, Contract Ops, Order Processing, Revenue Recognition, and Asset Management.
• Facilitate requirements sessions with each partner and document them in clear, testable business requirements.
• Establish and continuously improve SOPs, tooling configurations, and stakeholder-informed business rules that reduce cycle time, eliminate ambiguity, and scale across the expanding portfolio.
• Maintain the commercialization playbook as the single source of truth for pricing, SKUs, and business rules.
• Partner with Product Management to gather requirements and translate new offerings into sellable, billable constructs aligned to commercial strategy; serve as cross-functional liaison for complex SKUs and pricing decisions requiring commercial judgment.
• Lead commercialization projects end to end, defining scope, timelines, milestones, owners, risks, and dependencies; run a regular status cadence with risk and issue tracking, and escalate early.
• Define, monitor, and report on SLAs, KPIs, and quality metrics for commercialization activities, delivering executive-ready insights on a regular cadence.
• Stay current on AI and ML capabilities in CPQ and proactively surface forward-looking recommendations to leadership and cross-functional partners.
• Own the full SKU lifecycle in CPQ (currently Conga), including requirements gathering, SKU creation, testing, release, modification, and deprecation.
• Lead a structured cross-functional SKU audit, including stakeholder interviews; analyze historical sales data and discounting patterns, rationalize the catalog, and present findings and recommendations to leadership.
• Establish ongoing governance including intake/approval workflows, naming conventions, taxonomy standards, and hygiene reviews.
• Partner with Product, Finance, and Sales to ensure every SKU maps to a clear commercial purpose, pricing strategy, contractual language, and business rules; develop a change management process that minimizes disruption to active quotes, in-flight contracts, and renewal cycles.
• Own the AI and automation innovation roadmap for SKU and commercialization processes, identifying high-value opportunities by gathering and prioritizing requirements from end users and driving measurable reduction in manual processing time.
• Analyze sales trends such as bookings by SKU, discounting, attach and renewal rates, and win/loss patterns to evaluate SKU performance and inform packaging, pricing decisions, and catalog maintenance.
• Track pricing trends, including realized price versus list and the impact of price changes, and translate findings into clear recommendations for Product, Finance, and Sales leadership.
• Quantify the revenue, margin, and ARR/MRR impact of proposed pricing and SKU changes before release.
• Serve as the bridge between Product Management and partner functions including Sales, Revenue Operations, Deal Desk, Contract Operations, FP&A, Corporate Systems, and Revenue Enablement, aligning teams on process, tooling, and commercialization standards.
• Contribute to pricing strategy and monetization model design; champion data-driven decision-making through dashboards and reporting frameworks giving leadership visibility into commercialization health (for example, price realization, discount trends, and catalog health).
• Coordinate launch readiness for new products and pricing changes, defining and validating launch requirements and managing the launch plan, ensuring Sales, Deal Desk, and Contract Operations are prepared before market release.
• Act as a trusted advisor and go-to resource for commercialization process questions.
• Manage multiple concurrent workstreams, balancing hands-on execution with a roadmap-level view of priorities and capacity, and drive change management, training, and communications to support adoption.

What you'll need

• Bachelor's degree in Business, Finance, Operations, Information Systems, or a related field; or equivalent professional experience.
• 5+ years of progressive experience in product operations, revenue operations, deal desk, commercial program management, or a closely related function within a B2B SaaS company.
• Demonstrated hands-on experience with Conga CPQ (formerly Apttus), including product catalog management, pricing rules, approval workflows, and SKU configuration.
• Proven track record leading cross-functional process improvement or transformation initiatives, including gathering requirements from business stakeholders, with measurable business outcomes (e.g., cycle time reduction, error rate improvement, revenue acceleration).
• Hands-on experience analyzing sales, discount, or pricing data and turning it into recommendations.
• Excellent written and verbal communication skills, including the ability to produce executive-ready documentation, SOPs, and business cases.
• Project management discipline: ability to plan and lead multiple concurrent projects from requirements through delivery, prioritize effectively under pressure, track risks and dependencies, and deliver against commitments.
• Ability to travel up to 20% annually.

Nice to have

• Familiarity with AI and automation concepts as they apply to commercial operations, quoting, or contract workflows.
• Experience conducting SKU, product catalog, or similar rationalization audits in complex, multi-product environments.
• Prior involvement in a quote-to-cash re-platforming or major system migration.
• Proficiency with BI and analytics tools such as Sigma or Power BI for building commercialization performance dashboards, and SQL or advanced Excel for ad hoc analysis.
• Any of the following certifications: Salesforce Certified CPQ Specialist or Salesforce Certified Administrator; Conga CPQ Product Administration Certification; PMP, Agile/Scrum, or SAFe® Product Owner / Product Manager certification.

Details

• Location: Remote, USA.
• Estimated base salary range: $91,000 - $121,000.
• Travel: up to 20% annually.