Senior Director of Pricing & Commercialization
JOB OVERVIEW
As the Senior Director of Pricing & Commercialization, you will build and lead AvidXchange's new Pricing and Commercialization function. You will own and develop the commercial strategy end to end: designing the pricing architecture, establishing operating governance, driving alignment across a complex set of internal partners, and serving as the executive-facing decision-maker when commercial constraints conflict.
WHAT YOU'LL DO
Commercial Strategy & Seller Economics
Own and develop the commercial strategy for AvidXchange — including the framework that governs how products are priced, packaged, credited, and sold across all revenue streams
Serve as the decision-maker when packaging, crediting, pricing, and system constraints conflict across the organization; own the decision rights others escalate to
Lead seller economics end to end — including the revenue bookings
Define crediting strategy across all revenue streams and partner relationships
Lead commercial readiness work ahead of the diligence window; own the working relationship with Corpay sales planning and analysis
Identify, advocate for, and drive change initiatives with direct impact on commercial outcomes — including challenging existing processes where they create friction or inconsistency
Build, lead, and develop the Pricing & Commercialization function
Pricing, Offer Design & Governance
Own frontbook, backbook, supplier, and partner pricing across the AvidXchange portfolio
Set and enforce discount governance: floors, bands, approval thresholds, and exception paths — with accountability for exception volume trending down
Drive packaging and offer construction — simple enough that Sales can execute without custom enablement per deal
Set promotional pricing strategy and responsiveness to market conditions
Establish and oversee the pricing research program, including conjoint analysis and willingness-to-pay studies
Commercial Requirements, Architecture & Measurement
Define commercial requirements for CPQ, billing, quoting, and legal — this function sets requirements; partner teams build to them
Own partner attribution architecture: how partner revenue resolves to the buyer for reporting and crediting
Own the commercial scorecard: price realization by product and channel, discount exception reporting, post-launch performance — with accountability for the data holding up under internal and external scrutiny
WHAT WE'RE LOOKING FOR
University degree or equivalent experience, and 10–12+ years in pricing, commercial strategy, or go-to-market roles, with at least 3–4 years in a leadership capacity
Demonstrated ability to build, own, and scale a function — including identifying change initiatives and advocating for them with senior leadership
Deep experience defining commercial requirements across pricing, packaging, CPQ, and crediting in a SaaS or fintech environment
Strong analytical foundation — comfortable with pricing models, margin analysis, and pricing research methodology
Proven ability to communicate with executive leadership on matters of strategic importance and influence business decisions at the senior level
Ability to influence others to accept new concepts, practices, and approaches across a matrixed organization
Collaborative operating style — establishes the commercial model, then holds partner functions accountable for executing to it
Advanced business knowledge and leadership capability; mastery within pricing or commercial strategy with broad understanding across related disciplines
Preferred Experience, Qualifications, and Skills
Experience in payments, AP automation, or financial technology
Familiarity with CPQ platforms (Salesforce CPQ preferred) and deal desk workflows
Prior experience supporting M&A diligence or corporate development processes
Background in formal pricing research methods including conjoint analysis and willingness-to-pay studies