Principal Price Realization Strategy Manager - Enterprise & Account-Led Pricing

Overview

Principal Price Realization Strategy Manager focused on enterprise and account-led pricing, driving pricing strategy, analytics and operational execution for enterprise monetization initiatives. Reports to the Director of Price Realization Strategy.

What you'll do

• Architect and execute price optimization models that accelerate business performance, blending price elasticity, competitive differentiation and financial analysis into actionable monetization frameworks.
• Partner with Deal Desk, Enterprise Sales and Finance to architect monetization levers that protect gross margins and maximize revenue realization.
• Drive renewal strategies, design strategic concession frameworks and optimize enterprise account-level profitability.
• Own the design, optimization and scaling of advanced pricing analytics dashboards (Tableau/Looker) and operational workflows.
• Query and analyze complex datasets across sales, customer behavior, product usage and financials to uncover revenue opportunities, pressure-test hypotheses and scale high-impact strategies.
• Act as a bridge and internal champion across Deal Desk, Enterprise Sales, Finance and Customer Comms to ensure alignment and execution of new pricing initiatives.

What you'll need

• 8+ years of relevant experience in pricing, monetization, Deal Desk or RevOps within B2B IaaS/PaaS/CPaaS or enterprise sales environments.
• 4+ years of hands-on experience building production-level analytics dashboards using Tableau (or Looker) to turn complex data into actionable views.
• Strong SQL skills.
• Proven experience supporting strategic, large-deal sales motions, including structuring renewals, managing margin performance, or designing discount concession frameworks.
• Strong financial modeling and analytical skills, with a demonstrated ability to evaluate account-level unit economics and recommend data-driven pricing actions to protect margins.
• Excellent communication and execution skills, with experience partnering with and influencing cross-functional peers, Deal Desk and sales leadership teams.
• Bachelor's degree in a quantitative or business-related field, or equivalent practical experience.

Nice to have

• Deep understanding of consumption-based, usage-driven business models within a B2B developer-focused or CPaaS landscape.
• Direct experience designing and executing structured enterprise margin-recovery programs or platform-level account pricing strategies.
• Proficiency in Python, R or advanced statistical tools for quantitative pricing modeling and forecasting.
• MBA or an advanced degree in business, finance or a highly quantitative discipline.

Details

• Location: Remote, US. Not eligible to be hired in CA, CT, NJ, NY, PA or WA.
• Travel: may be required occasionally for in-person project or team meetings.
• Ad-hoc in-person reporting may be requested for team gatherings, functional off-sites or customer meetings.
• Estimated pay ranges are provided for candidates in specified locations; may be eligible for equity and corporate bonus plans.