Director, Pricing

FIS

Director of Pricing leading pricing strategy, deal structuring, and contract negotiations for Capital Markets solutions. Collaborates cross-functionally to improve win rates while maintaining revenue quality.

Posted 5/21/2026full-timeNew York City • Florida, New York, Wisconsin • 🇺🇸 United StatesLeadWebsite

Tech Stack

Tools & technologies

Tableau

About the role

Key responsibilities & impact

The Director, Pricing leads commercial pricing, deal structuring, and contract negotiation support for Capital Markets solutions across new logos and renewals
Sets portfolio pricing strategy and governance, partners with Sales, Product, Finance, Legal, and Delivery to improve win rate while protecting margin and revenue quality
Leads a team focused on faster, more consistent decisioning
Support Sales end-to-end from RFP/pricing request through contracting and signature; align stakeholders, communicate approach/status, and drive timely approvals
Partner with Solution Management to set pricing guardrails/offers, drive adherence through governance, and review outliers to identify optimization opportunities
Evolve portfolio pricing strategy (software, services, hosting/managed services); define standards, guardrails, and clear exception paths
Adapt global frameworks to regional market/competitive dynamics while maintaining financial discipline
Guide commercial structures that balance growth, margin, and revenue recognition; ensure terms support compliant revenue outcomes
Lead complex commercial negotiations with Sales and Legal, grounded in data and market intelligence
Review 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 investments
Use portfolio insights (win/loss, discounting, competitive pressure) to recommend packaging, pricing, and investment actions
Set pricing execution standards (documentation/auditability) and coach stakeholders to reduce non-standard terms and speed approvals
Partner cross-functionally (Sales, Product, Finance, Legal, Services, Delivery) to align commercial strategy, cost-to-serve, and scalable offers
Lead and develop the pricing team; set priorities and ensure consistent service levels and decisioning
Own the Sales/Renewal interlock rhythm for the portfolio; highlight pipeline/renewal risks and actions to hit bookings and retention targets
Help steer process improvements (with the execution excellence function) to improve cycle time, clarity of roles, intake/SLAs, and escalations
Scale standardization/automation to enable appropriate sales self-service; track adoption and outcomes
Maintain deal comps and pricing benchmarks to speed decisioning and improve consistency
Implement deal scorecards and structured decision summaries to standardize risk/return evaluation
Run a reporting/insights loop (mix, discounting, exceptions, margin/revenue quality) to prioritize and measure improvements
Own OKRs/KPIs (deal velocity, throughput, SLA adherence) and drive actions to improve performance
Track deal iterations and rework; partner with Sales/Solution Management to improve first-pass quality
Manage capacity (deals per FTE, aging, workload balance) and adjust delegation and prioritization
Report outcomes (discounting vs. guardrails, exceptions, margin/revenue quality) with regular KPI readouts and actions

Requirements

What you’ll need

10+ 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 field
Demonstrated people leadership and/or ability to lead through influence in a matrix
Strong analytics/financial modeling; able to evaluate unit economics, margin/cash, and revenue quality trade-offs
Strong business judgment and executive presence; able to influence senior stakeholders
Comfort with ambiguity; able to prioritize across pipeline, renewals, and strategic initiatives
Strong 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 consistency
Clear written/verbal communication; able to translate analysis into concise recommendations
Collaborative leadership style with strong customer/sales partnership mindset
Strong stakeholder management across global, cross-functional partners
Ability to manage a high volume of deals while maintaining quality and timelines
Advanced Excel; comfort with BI/reporting tools (Power BI/Tableau) and CRM data a plus

Benefits

Comp & perks

Health insurance
Retirement plans
Paid time off

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

pricing strategydeal structuringcontract negotiationfinancial modelinganalyticsunit economicsmargin analysisrevenue quality evaluationpricing governancestandardization

Soft Skills

people leadershipinfluencebusiness judgmentexecutive presencecomfort with ambiguitycollaborative leadershipstakeholder managementcommunicationprioritizationprocess improvement