Enterprise Pricing Manager
Role Summary
Owns day-to-day deal pricing execution for Enterprise, including pricing calculations, staffing inputs, and dashboard reporting that gives Sales and Deal Desk leadership visibility into deal status, pricing, and margin. Owns customer deal structuring and on identifying ways to accelerate the deal approval process.
Key Responsibilities
Deal Pricing Execution
Manages day-to-day deal pricing and designs customer-specific deal structures for non-standard or complex deals
Applies existing pricing frameworks consistently across Land, Expansion, and Framework deals
Pricing & Deal Status Reporting
Builds and maintains a pricing dashboard tracking deal status, pricing and overall deal health across the Enterprise pipeline
Updates pricing and trend reporting to keep leadership current on where deals stand and how pricing is trending against targets
Process Optimization
Identifies bottlenecks in the deal review & approval process and proposes ways to accelerate cycle time
Helps standardize and streamline recurring pricing/approval steps into repeatable, lower-friction workflows
Tracks deal approval cycle time and surfaces trends to inform process improvements
Cross-Functional Deal Coordination
Owns deal crafting end-to-end from initial pricing/modeling through contract review, coordinating with sales management, reps, and internal stakeholders
Ensures the relevant stakeholders (Accounting, Finance, EPD, Legal) review and approve deals at the appropriate stage before they progress
Routes deal packages to the correct reviewers and tracks open items so deals aren't stalled waiting on sign-off
Strategic & GTM Support
Tackles ambiguous, open-ended questions around Scale's go-to-market motion and iterates quickly on solutions that deliver measurable results
Supports Sales and Finance leadership in quarterly strategy and planning, including forecasting and P&L analysis
Helps scope and execute new initiatives around pricing strategy, deal modeling, proposal creation, and value engineering
Required Skills & Experience
5+ years in finance, deal desk, sales operations, management consulting, or a high-growth startup
A penchant for digging deep into data, thinking from first principles, and exercising sound judgment in the face of ambiguity
A strong orientation toward driving outcomes, with experience building process and aligning cross-functional stakeholders to deliver results
Ability to work and build effective relationships across functions and seniority levels
A keen interest in sales, deals, and commercial transactions
Excellent qualitative and quantitative analytical skills
Strong knowledge of Google Suite and MS Office; Salesforce
Strong financial modeling skills with high attention to detail
Nice to Have
Experience with B2B sales organizations and the ability to understand and navigate complex enterprise sales cycles
Familiarity with Tableau and SQL
Compensation packages at Scale for eligible roles include base salary, equity, and benefits. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position and may be inclusive of several career levels at Scale; it will be determined during the interview process based on work location and additional factors, including job-related skills, experience, qualifications, interview performance, and relevant education or training. Scale employees in eligible roles are also granted equity based compensation, subject to Board of Director approval. Your recruiter can share more about the specific salary range for your preferred location during the hiring process, and confirm whether the hired role will be eligible for equity grant. You'll also receive benefits including, but not limited to: comprehensive health, dental and vision coverage, retirement benefits, a learning and development stipend, and generous PTO. Additionally, this role may be eligible for additional benefits such as a commuter stipend.
Please reference the job posting's subtitle for where this position will be located. For pay transparency purposes, the base salary range for this full-time position in the locations of San Francisco, New York, Seattle is:
$133,600—$167,000 USD