UserTesting

Director, Pricing and Deal Operations

UserTesting

full-time

Posted on:

Location Type: Remote

Location: United States

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Job Level

Lead

About the role

  • Define and evolve UserTesting’s global pricing and packaging strategy across products and customer segments
  • Establish clear pricing architecture, discount guidelines, approval thresholds, and governance frameworks
  • Lead complex and strategic deal structuring while providing escalation support for high-value transactions
  • Scale and develop a high-performing Deal Desk team, driving both efficiency and commercial rigor
  • Partner with Product on monetization strategy for new launches and packaging evolution
  • Identify and address discount leakage and margin erosion to improve realized pricing performance
  • Operationalize pricing frameworks within CRM and CPQ systems, including dashboards and reporting to improve visibility and forecasting accuracy.

Requirements

  • 10+ years of experience in pricing, Deal Desk, revenue operations, or commercial finance, including leadership experience
  • Proven success building or scaling a global Deal Desk or pricing function in a high-growth SaaS environment
  • Deep understanding of SaaS pricing models, ARR constructs, discount strategy, and margin management
  • Strong analytical capabilities with experience in pricing analytics, modeling, and executive-level reporting
  • Demonstrated ability to influence senior stakeholders across Sales, Product, Finance, and Legal
  • Experience working with CRM and CPQ systems to operationalize pricing governance.
Benefits
  • Accommodations for inclusive and accessible experiences
  • Diverse perspectives encouraged.
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
pricing strategydiscount guidelinesdeal structuringpricing analyticsmodelingreportingSaaS pricing modelsARR constructsmargin managementgovernance frameworks
Soft Skills
leadershipanalytical capabilitiesinfluencing stakeholdersteam developmentcommercial rigorefficiency drivingstrategic thinkingcross-functional collaborationcommunicationproblem-solving