Base Salary Range
$200,000.00 – $250,000.00
About the role
The Director of Pricing & Engagement Strategy will be responsible for developing and leading the company’s pricing architecture and customer engagement strategies. This role combines commercial acumen, strategic thinking, and cross-functional leadership to drive value creation through how we package, price, and deliver our services.
Responsibilities
1. Pricing Strategy & Optimization
- Develop and maintain flexible, competitive pricing models tailored to various service lines (e.g., T&M, fixed bid, value-based).
- Conduct market and competitor pricing analysis to inform strategic decisions.
- Partner with sales and finance to define pricing guidelines, rate cards, and discounting thresholds.
- Support large/strategic deals with customized pricing proposals and value models.
- Lead the evaluation and rollout of new monetization models (e.g., subscription, usage-based, performance-based).
2. Client Engagement Strategy
- Define client segmentation models and engagement frameworks to maximize lifetime value.
- Partner with sales, delivery, and customer success to develop onboarding, retention, and growth playbooks.
- Implement mechanisms for voice-of-customer and customer health monitoring.
- Ensure consistent value messaging and delivery throughout the client lifecycle.
3. Deal Desk & Commercial Governance
- Establish and lead a deal desk function to manage non-standard pricing, commercial risk, and margin protection.
- Create and enforce governance policies for pricing exceptions, contract terms, and revenue recognition.
- Support deal reviews and executive approvals for key enterprise opportunities.
4. Enablement & Analytics
- Equip GTM teams with tools, templates, training, and content to articulate value and negotiate effectively.
- Track and report pricing performance KPIs: margin, deal win rate, renewal rates, and customer LTV.
- Collaborate on financial modeling and forecasting to support executive planning.
5. Leadership & Cross-Functional Collaboration
- Collaborate closely with executives in Sales, Finance, Services, Legal, Delivery, and Customer Success.
- Contribute to go-to-market strategy and service innovation planning.
Requirements
- 7+ years of experience in pricing, commercial strategy, enterprise sales operations, or consulting.
- Proven track record in a B2B technology or software services company.
- Experience designing pricing models for services or complex solutions (not just product/SaaS pricing).
- Strong analytical, financial modeling, and strategic thinking skills.
- Exceptional communication and stakeholder management abilities.
- Experience working in or with deal desk functions, and client negotiations.
- MBA or relevant advanced degree.
- Experience in value-based selling or outcome-based pricing.
- Familiarity with tools like Salesforce, CPQ systems, pricing software, and BI platforms.
This posting includes an anticipated salary range that SoftServe expects to offer for this position. The range provided reflects the base salary only. Final compensation within this range will be determined based on some factors, including, but not limited to: geographic location, relevant experience, education, certifications, skills, budget, and market conditions.
The anticipated salary range for this role is $200,000 – $250,000 annually, in line with our internal compensation framework and budget allocation for the role. Most candidates are offered a salary within this disclosed range. If the role is eligible for a variable pay plan, this would be considered separately and may provide additional earnings beyond the base salary range reflected here.
Please note that the information provided in this posting is a general summary and may not include all compensation elements or benefits associated with the position.