Director Of Pricing
The Director of Pricing is a senior commercial and analytical leader responsible for owning Cendyn's end-to-end pricing strategy across our SaaS portfolio. This is not a deal compliance role; it is a strategic function that sits at the intersection of Product, Finance, Sales, and Customer Success, directly influencing revenue growth, competitive positioning, and customer lifetime value.
This is a position with considerable responsibility and high exposure within the organization and directly impacts client retention, company revenue and EBITDA through focus on business strategy and process for discounts, RFPs, renewals, new business, contract extensions, amendments, etc.
You will define how Cendyn packages and monetizes its products, set and defend pricing in the market, govern deal structuring and discounting, and build the systems and analytics needed to price with confidence at scale. Success in this role requires equal parts strategic thinking, commercial rigor, and hands-on execution.
Key Areas Of Responsibility
- Pricing Strategy Ownership
- AI Product Monetization
- Deal Governance And Deal Desk Leadership
- Renewal And Expansion Pricing
- Market Intelligence And Competitive Positioning
- Pricing Analytics And Systems
- Cross-Functional Collaboration And Enablement
What Success Looks Like
In the first 12 months, a successful Director of Pricing will have:
- Established a clear, documented pricing strategy for Cendyn's core products, including packaging tiers and model rationale.
- Reduced average discount depth and improved pricing realization without a measurable negative impact on win rates.
- Built a functioning pricing analytics capability with dashboards accessible to Finance, Sales leadership, and the CRO.
- Delivered a competitive pricing benchmarking framework updated at least quarterly.
- Implemented a renewal uplift strategy that is consistently applied and commercially defensible.
- Earned the trust of the field organization as a strategic partner; not just a compliance function.
Key Competencies And Skills
Required
- Proven experience in a pricing-specific leadership role within a B2B SaaS company (3+ years minimum).
- Experience in hospitality technology, travel tech, or adjacent verticals; understanding of hotel operator buying behavior is a meaningful advantage.
- Demonstrated ability to build or significantly evolve a pricing function, not just maintain an existing one.
- Deep subject matter expertise in SaaS deal structuring, commercial terms, and revenue recognition concepts.
- Direct experience designing and defending pricing for software products, including familiarity with AI-enabled, usage-based, consumption-based, and outcome-based monetization models.
- Experience with value-based pricing methodology and quantitative pricing frameworks (willingness-to-pay research, price elasticity, conjoint analysis, or equivalent).
- Proficiency with Salesforce CRM and CPQ systems; familiarity with CLM platforms.
- Strong analytical skills and comfort working with pricing and financial data to generate insights and recommendations.
- Excellent cross-functional collaboration and stakeholder management skills, including comfort presenting to and influencing C-level executives.
- Results-driven with strong conflict resolution skills and change agility in complex, fast-moving commercial environments.
Preferred
- Background in companies that have grown through M&A and experience integrating pricing across an acquired product portfolio.
- Familiarity with packaging and monetization design for multi-product SaaS platforms.
- Experience managing pricing analysts or deal desk teams across multiple time zones.
Working Conditions
Flexible hours are expected during the final two weeks of each fiscal quarter to support the sales team. Up to 10% travel required, including occasional overnight travel to customer sites, industry conferences, or internal company meetings.
Equal Employment Opportunity
Cendyn provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, or genetics. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.
Cendyn expressly prohibits any form of workplace harassment based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status.
Other Duties
This job description is not designed to cover a comprehensive listing of all activities, duties, or responsibilities required of the employee. Duties and responsibilities may change at any time with or without notice.
Director Of Pricing
The Director of Pricing is a senior commercial and analytical leader responsible for owning Cendyn's end-to-end pricing strategy across our SaaS portfolio. This is not a deal compliance role; it is a strategic function that sits at the intersection of Product, Finance, Sales, and Customer Success, directly influencing revenue growth, competitive positioning, and customer lifetime value.
This is a position with considerable responsibility and high exposure within the organization and directly impacts client retention, company revenue and EBITDA through focus on business strategy and process for discounts, RFPs, renewals, new business, contract extensions, amendments, etc.
You will define how Cendyn packages and monetizes its products, set and defend pricing in the market, govern deal structuring and discounting, and build the systems and analytics needed to price with confidence at scale. Success in this role requires equal parts strategic thinking, commercial rigor, and hands-on execution.
Key Areas Of Responsibility
- Pricing Strategy Ownership
- AI Product Monetization
- Deal Governance And Deal Desk Leadership
- Renewal And Expansion Pricing
- Market Intelligence And Competitive Positioning
- Pricing Analytics And Systems
- Cross-Functional Collaboration And Enablement
What Success Looks Like
In the first 12 months, a successful Director of Pricing will have:
- Established a clear, documented pricing strategy for Cendyn's core products, including packaging tiers and model rationale.
- Reduced average discount depth and improved pricing realization without a measurable negative impact on win rates.
- Built a functioning pricing analytics capability with dashboards accessible to Finance, Sales leadership, and the CRO.
- Delivered a competitive pricing benchmarking framework updated at least quarterly.
- Implemented a renewal uplift strategy that is consistently applied and commercially defensible.
- Earned the trust of the field organization as a strategic partner; not just a compliance function.
Key Competencies And Skills
Required
- Proven experience in a pricing-specific leadership role within a B2B SaaS company (3+ years minimum).
- Experience in hospitality technology, travel tech, or adjacent verticals; understanding of hotel operator buying behavior is a meaningful advantage.
- Demonstrated ability to build or significantly evolve a pricing function, not just maintain an existing one.
- Deep subject matter expertise in SaaS deal structuring, commercial terms, and revenue recognition concepts.
- Direct experience designing and defending pricing for software products, including familiarity with AI-enabled, usage-based, consumption-based, and outcome-based monetization models.
- Experience with value-based pricing methodology and quantitative pricing frameworks (willingness-to-pay research, price elasticity, conjoint analysis, or equivalent).
- Proficiency with Salesforce CRM and CPQ systems; familiarity with CLM platforms.
- Strong analytical skills and comfort working with pricing and financial data to generate insights and recommendations.
- Excellent cross-functional collaboration and stakeholder management skills, including comfort presenting to and influencing C-level executives.
- Results-driven with strong conflict resolution skills and change agility in complex, fast-moving commercial environments.
Preferred
- Background in companies that have grown through M&A and experience integrating pricing across an acquired product portfolio.
- Familiarity with packaging and monetization design for multi-product SaaS platforms.
- Experience managing pricing analysts or deal desk teams across multiple time zones.
Working Conditions
Flexible hours are expected during the final two weeks of each fiscal quarter to support the sales team. Up to 10% travel required, including occasional overnight travel to customer sites, industry conferences, or internal company meetings.
Equal Employment Opportunity
Cendyn provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, or genetics. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.
Cendyn expressly prohibits any form of workplace harassment based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status.
Other Duties
This job description is not designed to cover a comprehensive listing of all activities, duties, or responsibilities required of the employee. Duties and responsibilities may change at any time with or without notice.
