ABOUT THE ROLE
Ironclad is seeking a Director of Pricing to lead pricing strategy and execution in a rapidly growing business. Reporting to the SVP of Sales, this is a hands-on leadership role that pairs analytical rigor with strong commercial partnership.
The Director owns pricing end to end – shaping strategy, driving margin realization in the field, and building the tools, governance, and discipline that make pricing decisions visible, consistent, and defensible across a multi-segment, rapidly scaling business.
You will work closely with regional and national sales leaders, account managers, and the data team to turn pricing strategy into measurable results, and you'll have meaningful latitude to evolve and elevate the function as the business grows.
KEY RESPONSIBILITIES
Pricing Strategy & Architecture
- Develop the overarching pricing strategy, including customer tiering, end-market segmentation, and rate architecture, ensuring pricing reflects the value delivered across diverse customer types and markets.
- Establish the framework and guardrails for customer-level pricing and increases, balancing margin objectives with competitive and commercial realities.
- Extend pricing strategy to the bid-based pumps business, recognizing its distinct commercial model.
Price Execution & Realization
- Manage the recurring price increase process from recommendation through field implementation, including timing, scope, and review.
- Drive price realization through regular regional pricing reviews and clear performance reporting that tracks committed pricing and surfaces deviations.
- Establish the cadence and accountability that make pricing a continuous discipline rather than a periodic event.
Governance, Controls & Deal Support
- Design pricing controls and approval frameworks, sequenced behind a clear strategy so scrutiny is applied where it matters most.
- Stand up a formal deal desk with the tools, templates, and economic models (P&L / ROI) needed to evaluate and approve commercial decisions.
- Partner with leadership to define delegation of authority and bring consistency to how pricing decisions are made and approved.
Analytics, Tools & Reporting
- Build, maintain, and continuously improve pricing tools and analytics that enable sellers to price accurately and efficiently.
- Develop reporting and dashboards that give leadership visibility into pricing performance and opportunity.
- Automate and streamline manual processes so the function scales with the business.
Commercial Enablement & Partnership
- Lead pricing training and enablement to strengthen tool adoption, reinforce best practices, and improve realization.
- Partner with national and strategic account managers ahead of renewal negotiations, providing analysis and tools that quantify pricing opportunity and impact.
- Serve as a trusted advisor to sales leadership and regional teams, embedding pricing discipline organization wide.
WHAT WE'RE LOOKING FOR
Required Qualifications
- 10+ years of pricing experience, ideally in industrial businesses; equipment-rental experience is highly preferred, and service-business backgrounds are a strong fit.
- Demonstrated success building pricing strategy, governance, and tools that drive measurable margin improvement.
- Hands-on proficiency with BI and analytics tools (Tableau, Power BI, Sigma, or similar) and advanced Excel.
- Strong commercial instincts and the ability to partner credibly with sales leaders and account teams.
- Excellent communication skills, with the ability to translate analysis into clear recommendations and to train and influence across an organization.
COMPENSATION & BENEFITS
We believe in paying competitively and transparently. This role carries a total compensation package commensurate with director-level scope in a high-growth environment.
Indicative Range
- Base Salary: $140,000 – $180,000 (depending on experience and geography)
- Annual Bonus / Variable: 25% of base, tied to company and individual performance
- Benefits: Full medical/dental/vision, 401(k) with match, flexible PTO, parental leave, L&D budget
WHY THIS ROLE
- High-visibility seat at the table: your work directly shapes pricing, revenue strategy, and board narratives
- Own pricing end-to-end: from strategy and architecture to execution, governance, and enablement
- Shape strategy for a newly combined business: play a key role in how pricing works across the integrated business as it comes together
- Collaborative culture: a positive environment where analytical rigor is valued and decisions are data-driven
This job description is intended to convey information essential to understanding the scope of this role. It is not exhaustive and may evolve as business needs change. Ironclad Environmental Powered by Mersino is an equal opportunity employer.
Skills Required
- 10+ years of pricing experience
- Experience building pricing strategy, governance, and tools that drive margin improvement
- Hands-on proficiency with BI and analytics tools (Tableau, Power BI, Sigma, or similar)
- Advanced Excel
- Strong commercial instincts and ability to partner credibly with sales and account teams
- Excellent communication skills; translate analysis into recommendations and train/influence organization-wide
- Experience in industrial businesses
- Equipment-rental experience
- Service-business background
What We Do
Ironclad Environmental Solutions is an industry-leading provider of specialty waste management, temporary storage, and containment solutions for hazardous and non-hazardous waste. The company maintains an expansive fleet of specialized rental assets, including tanks, roll-off boxes, pumps, and filtration systems, serving diverse industrial sectors across the United States with a focus on safety, compliance, and environmental sustainability.
