Pricing Strategy Manager

BlackLine is growing rapidly and seeking a Manager of Pricing Strategy to be a key leader in the development and implementation of pricing and packaging strategy for BlackLine’s financial operations solutions. Reporting to the Director of GTM Strategy & Operations, this position is critical in supporting BlackLine’s Sales, Product, Accounting, and Finance leaders to transform BlackLine’s strategy and deliver customer-friendly, innovative pricing and packaging to the market. Pricing and packaging are both integral growth levers to continue fueling BlackLine’s growth.

• Develop data-driven pricing and packaging recommendations to increase revenue growth and ease customer adoption
• Translate pricing strategy into executable plans partnering cross functionally with Sales Ops, IT, Partner Ops and Sales Enablement teams
• Collaborate extensively across all functional teams to get buy-in from key business partners (such as Sales, Accounting and Finance) and ensure successful launches
• Ideate, design and guide customer research, competitive assessments, and quantitative analyses to build business cases and data driven support for your pricing recommendations
• Lead and own the agenda of the BlackLine Pricing Committee
• Proactively manage and monitor established offers, and own strategic pricing decisions and recommendations, including promotions and price changes for them
• Drive pricing research via customer and 3rd party surveys, customer and prospect interviews and internal data analysis
• Define, track and measure pricing KPIs, defining actionable decision insights on pricing performance, implement continuous pricing optimization plan and drive this process

• Work with sales operations and the deal desk to build an intake process for SKU management and annually work to rationalize our SKU list

• 4+ years of relevant experience in an operational role or in a consultancy, ideally delivering Pricing, Go-to-Market and/or Product recommendations, or working on highly strategic questions for the business
• Experience conducting qualitative and quantitative user research on product needs and value perceptions, as well as market research and competitive benchmarking
• Ability to work with large datasets in in Excel, SQL, and R
• Demonstrated ability to ask the right questions and to use sound business judgment when collaborating with a wide range of stakeholders
• Ability to maintain high performance under tight timelines, and a “roll up your sleeves” mindset to get any job done
• Excellent verbal and written communication skills, and a willingness to proactively work with functions across the company
• Knowledge of CPQ Software a plus