Lano is a global payroll orchestration platform enabling companies to standardize and manage multi-country payroll operations through a unified technology layer.
We are looking for a Pricing Lead/Manager (m/w/d) to own our end-to-end payroll pricing framework, establish governance, and ensure consistent execution across systems and go-to-market teams—optimizing competitiveness and unit economics.
Main Tasks:
- Own global payroll pricing strategy and framework; define guardrails, packaging direction, and change management
- Lead vendor economics: cost input standards, normalization, margin protection, and negotiation levers with partners
- Set discount policy and exception workflows; lead complex deal support and coach GTM on pricing rationale
- Own pricing execution in Salesforce/CPQ and related workflows; ensure testing, documentation, and clean rollouts
- Define pricing KPIs and analytics cadence; drive dashboards and cross-functional accountability
Your Profile:
- 6+ years experience in pricing/monetization/commercial strategy/strategic finance/RevOps
- Proven ownership of pricing governance and operational execution (CPQ/CRM, discounting, approvals)
- Strong modeling skills; comfortable with SQL/Python and BI tools to guide analytics
- Excellent stakeholder management and ability to explain pricing decisions to non-financial audiences
- Experience in payroll/HR tech, marketplaces, fintech, or similarly complex multi-market models
What We Offer:
- High-impact ownership role with direct influence on unit economics and go-to-market execution
- Opportunity to shape pricing governance and packaging in a scaling, international payroll platform
- Flexible workation policy
- Fitness membership with Classpass
- 26 days of vacation per year
- 2 social impact days to support a charity or non-profit of your choice
- Competitive compensation + equity
We value humility and we're as interested in your character as we are in your talent. Please apply, even if you feel you only meet part of our listed criteria. Diversity drives innovation and we offer an international and friendly work environment with an energetic company culture. Just be yourself and maybe you’ll bring something valuable to the role we didn't initially think of.
At Lano we want to maximize the individual’s potential for all employees and reinforce an inclusive culture and environment of continuous learning that empowers people to succeed as a team. In addition to humility, we value commitment, team spirit, respect, and kindness to build trusted relationships across teams.
If you have any questions or problems please reach out to us [email protected]. However, we do not accept applications via email.
Skills Required
- 6+ years experience in pricing/monetization/commercial strategy/strategic finance/RevOps
- Proven ownership of pricing governance and operational execution
- Strong modeling skills; comfortable with SQL/Python and BI tools
- Excellent stakeholder management
- Experience in payroll/HR tech, marketplaces, fintech
What We Do
Lano is a global software solution enabling businesses to hire and pay full-time employees and contractors in over 170 countries worldwide, in full compliance and record-time. No legal entities needed. Backed up by a global network of employment, tax and compliance experts, we’ve created a cloud-based compliance and payments platform designed to streamline global hiring, payments and payroll operations. We serve over 1,500 companies worldwide, from high-growth startups to SMBs and enterprises. Our solutions allow startups and scaleups to save valuable time when entering new markets, reducing the time needed for building local teams to days instead of months.
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