Impiricus

Data Analyst

• Build, own, and continuously refine scalable pricing models across multiple Impiricus product lines.
• Segment pricing logic by customer type (Top 50 pharma, agencies, emerging biotech, long-tail accounts).
• Implement value-based pricing frameworks grounded in customer ROI, market insights, and product value delivery.
• Partner with Product on packaging strategy, including feature tiers, add-ons, bundling, and usage-based constructs.
• Build and manage pricing controls to ensure accuracy, consistency, and zero revenue leakage.
• Collaborate with Sales Operations to develop approval workflows, discount governance, and deal review mechanisms.
• Ensure pricing adherence in proposals, SOWs, and contracts.
• Introduce best practices across the full revenue lifecycle—including quoting, contracting, billing, renewals, and expansions.
• Improve operational discipline around pricing, margin, and deal strategy.
• Build ROI-driven sales presentations, calculators, and business cases to demonstrate financial benefit to life sciences clients.
• Equip Sales with pricing guidance, communication points, objection handling, and competitive positioning.
• Develop pricing and packaging frameworks for new products and services as Impiricus expands.
• Conduct competitive analyses, willingness-to-pay studies, and pricing experiments.
• Collaborate with Finance and Accounting to ensure pricing aligns with revenue recognition rules and supports compliant, efficient contracting.
• Work with Product and Engineering to ensure pricing models reflect actual cost structures and technical feasibility.
• Partner with Customer Success to identify expansion or optimization opportunities.
• Analyze customer usage patterns and performance metrics to highlight revenue expansion opportunities.
• Develop playbooks for upgrade paths and account expansion strategies.

Senior Pricing Analytics Manager

Operations

• Ensure CRM infrastructure aligns with sales processes, forecasting needs, and cross-functional workflows (marketing, customer success, implementations, finance, etc).
• Own end-to-end CRM architecture and governance (HubSpot and Salesforce preferred).
• Led a migration including creating a structured roadmap to migrate from HubSpot to Salesforce (phased cutover, data integrity, user adoption, and reporting continuity).
• Lead integration design (lifecycle stages, lead/contact/account/opportunity mapping, activity sync, and data flow rules).
• Create/maintain CRM hygiene for pipeline stages, definitions, roles/permissions, and required fields to improve forecasting and conversion analysis and maintain compliance.
• Translate sales targets into measurable operating metrics (pipeline coverage, stage conversion, velocity, win rate, cycle length, ACV, attainment).
• Build and maintain analytics directly in CRM (dashboards, funnel reporting, cohort analyses) and ensure the business uses them weekly.
• Establish data quality SLAs: required-field compliance, stage hygiene, source attribution, and audit routines.
• Design and implement scalable sales processes: inbound/outbound lead management, discovery, qualification, MEDDICC/BANT alignment, routing, SLAs, and stage exit criteria.
• Implement and operationalize tools like Gong (conversation intelligence) and Clay (workflow/enrichment/orchestration).
• Own the end-to-end view of the commercial funnel—from brand awareness to post-sales implementation (implementations/activations, RFPs, proposals, contracts).
• Identify friction points and conversion bottlenecks and implement experiments to lift conversion (messaging tests, routing changes, stage criteria, enablement triggers, and automation).
• Establish closed-loop feedback between Sales, Marketing, and Post-Sales.

Senior Pricing Analytics Manager

Director, Sales Operations