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Strategic Pricing Manager

Company: Clari
Location: Sunnyvale
Posted on: June 8, 2021

Job Description:

Clari uses AI and automation to drive growth and retention for high-performing revenue teams. Clari's market-leading Revenue Operations Platform is currently processing over $300 billion in pipeline each year, and is used by over 100,000 marketing, sales, and customer success professionals across 170 countries. Customers include market leaders like Adobe, Zoom, Qualtrics, UIPath, Okta, Workday, to name a few. We constantly hear from our customers that Clari is required equipment, and that we've changed their lives and the trajectory of their businesses. It never gets old, and we never take it for granted. Together, we help others realize their fullest potential by transforming their revenue operations to be connected, efficient, and predictable.

The Strategic Pricing Manager will oversee the effectiveness of newly launched pricing and packaging models through internal and primary market research, competitive pricing research, deal analysis, and a variety of other research methods. The role will measure our pricing strategy against product value and build reports and presentations based on these findings along with recommendations for optimization. Additionally, the role will measure total market opportunity, and long-term build out the framework to evaluate customer willingness to pay, price elasticity, and continue to optimize the Clari pricing model. Essential to this role will be knowledge of strategic pricing and product management best practices along with superb data analytics/visualization skills.


  • Create a pricing framework to monitor actual value derived by customers versus the price paid and optimize price & value delivered to customers
  • Partner with the Product Strategy team to help quantify market opportunities in the product roadmap
  • The role will involve investigating and evaluating pricing and packaging strategies to take advantage of market opportunities to accelerate growth
  • Conduct market research on competitors in similar and adjacent markets and/or products
  • Design & lead qualitative and quantitative sales and customer research to test strategy hypothesis on pricing & packaging
  • Work with Deal Desk to determine proper discounting strategy and measurement of "deal scoring"
  • Manage the international pricing strategy in EMEA & APAC


  • Prior pricing consulting, corporate strategy, pricing/product strategy, or product management experience preferred
  • 5 years of experience in a transformational strategic pricing role
  • 2+ years of SaaS pricing or strategy experience
  • 2+ years of experience in a software technology company
  • Experience in a SaaS pricing role delivering strategic recommendations to leadership and developing analytical frameworks to determine the best outcomes
  • Strong attention to detail and data analysis skills - including interpretation of results and recommending actions
  • Advanced experience with data analysis, dashboarding, and financial modeling/analysis
  • Demonstrated ability to work through ambiguity to detailed solutions to form an outcome and recommendation to senior leadership
  • An inquisitive and curious learner with a passion for products, the customer, and delivering business outcomes
  • 1-3 Years Finance or FP&A experience preferred
  • BS degree in Business, Finance, Mathematics, Engineering or related field, preferred; MBA/MS a plus
  • 1-3 Years Experience in Product Management preferred

Value and Outcomes

  • Continuous Optimization of Pricing Strategy: Continuous optimization will help boost ARR and better align price to value as well
  • Market Sizing and Feasibility Analysis: One major impact of this role will be to partner with a product to determine the feasibility of product strategy and the implications to the current business model and future growth plans via TAM sizing, adoption rates, cannibalization estimates, and other efforts.
  • Product Packaging: This role will create clarity as it relates to bundling and packaging and extracting the most amount of value balanced with customer needs and the respective price
  • Competitive Intelligence: This role will help arm the Sales and Deal Desk with pricing intel to better understand how Clari is being hindered in terms of price and where market opportunities may exist

Benefits and Culture

  • Team-bonding activities and company-wide events
  • Flexible working hours and remote opportunities
  • Internet, phone, and wellness reimbursements
  • Paid maternity and paternity leave
  • Fertility support
  • 401(k) and college savings plan
  • Pre-IPO stock options

#LI-Remote #BI-Remote

You'll often hear our CEO talk about "Being Remarkable." To Clari, remarkable means many things. First and foremost, we believe in providing work that's interesting and meaningful, in an environment that's nurturing and inclusive, that is free from discrimination for each and every team member without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity, or veteran status. Efforts have to be recognized. Voices have to be heard. And work/life balance has to be baked into the very fiber of the company. We are honored to be recognized by Inc. Magazine and Bay Area News Group as a best place to work, several years running. We'd love to have you join us on our journey to remarkable!

Keywords: Clari, Sunnyvale , Strategic Pricing Manager, Other , Sunnyvale, California

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