Disco Regional Sales Executive at Disco responsible for pricing strategy, governance, and financial modeling in the software industry. Leads pricing approval processes and partners with cross-functional teams to align commercial strategy.
Responsibilities
The Pricing & Performance Analytics Senior Manager owns the design and governance of DISCO's pricing strategy and packaging architecture, sets the delegation of authority and approval framework for pricing exceptions, and leads the development of financial models and business cases for major product and pricing investments. They partner directly with the VP of Strategy and cross-functional leaders on commercial model design, structure enterprise and strategic deal arrangements, and act as an escalated approver for pricing exceptions.
Pricing Strategy & Governance: Sets pricing strategy and governance framework for the organization. Defines packaging architecture and SKU strategy and owns the pricing approval process and delegation of authority.
Financial Modeling & Business Cases: Designs financial modeling frameworks and templates for the organization. Builds and validates complex business cases for major product and pricing investments, and partners with Finance on budgeting and forecasting.
Data Analysis & Business Intelligence: Defines analytics strategy and KPI frameworks for pricing and product performance. Partners with BI to build dashboards and analytics tools, and develops the analytics capabilities of the broader team.
Commercial Systems & Deal Operations: Owns the commercial operations roadmap for pricing systems. Partners with IT on system enhancements and defines requirements for pricing changes across CRM, CPQ, and billing platforms.
Strategic Deal Support: Structures enterprise agreements and strategic partnerships. Conducts deal margin analysis for complex, non-standard deals to quantify profitability and recommends appropriate discount levels.
Cross-Functional Influence & Stakeholder Management: Partners with the VP of Strategy and other VPs as a trusted advisor on commercial strategy. Presents recommendations to executive leadership and drives alignment across competing organizational priorities.
Cross-Functional Collaboration: Collaborates with SLT, product, finance, legal, sales, customer success, marketing, and other teams to define the KPIs for product and service investment areas and ensure pricing aligns with go-to-market strategy.
Qualification
Excellent communicationProficiency with BI systems (iEven Better If You HaveAuthorization to Work in the U
Required
12+ years experience in strategic pricing and performance in the software industry, including experience owning pricing governance or leading a pricing function.
Knowledge of the models and best practices for selling software to business customers.
Excellent communication, negotiation, and executive presentation ability.
Strong financial modeling and analytical skills.
Highly skilled in Excel and proficient in CRM, CPQ, and ERP systems.
Proficiency with BI systems (i.e., Quicksight or Tableau).
Ability to influence and align cross-functional partners without formal authority.
Even Better If You Have...
Prior experience working for a management consulting firm or part of a corporate strategy team with experience partnering with other teams and leaders to support the development and communication of their strategy.
Experience designing delegation of authority frameworks, pricing approval workflows, or packaging architecture for a software company.
Authorization to Work in the U.S.: Candidates must be legally authorized to work in the United States without sponsorship now or in the future. DISCO is not currently sponsoring visas, including, but not limited to, H-1B, TN, or EAD, and we are not accepting visa transfers.
Preferred
Prior experience working for a management consulting firm or corporate strategy team
