The Pricing & Performance Analytics Senior Manager owns the design and governance of DISCO's pricing strategy and packaging architecture, sets the delegation of authority and approval framework for pricing exceptions, and leads the development of financial models and business cases for major product and pricing investments. They partner directly with the VP of Strategy and cross-functional leaders on commercial model design, structure enterprise and strategic deal arrangements, and act as an escalated approver for pricing exceptions.
What You'll Do- Pricing Strategy & Governance: Sets pricing strategy and governance framework for the organization. Defines packaging architecture and SKU strategy and owns the pricing approval process and delegation of authority.
- Financial Modeling & Business Cases: Designs financial modeling frameworks and templates for the organization. Builds and validates complex business cases for major product and pricing investments, and partners with Finance on budgeting and forecasting.
- Data Analysis & Business Intelligence: Defines analytics strategy and KPI frameworks for pricing and product performance. Partners with BI to build dashboards and analytics tools, and develops the analytics capabilities of the broader team.
- Commercial Systems & Deal Operations: Owns the commercial operations roadmap for pricing systems. Partners with IT on system enhancements and defines requirements for pricing changes across CRM, CPQ, and billing platforms.
- Strategic Deal Support: Structures enterprise agreements and strategic partnerships. Conducts deal margin analysis for complex, non-standard deals to quantify profitability and recommends appropriate discount levels.
- Cross-Functional Influence & Stakeholder Management: Partners with the VP of Strategy and other VPs as a trusted advisor on commercial strategy. Presents recommendations to executive leadership and drives alignment across competing organizational priorities.
- Cross-Functional Collaboration: Collaborates with SLT, product, finance, legal, sales, customer success, marketing, and other teams to define the KPIs for product and service investment areas and ensure pricing aligns with go-to-market strategy.
- 12+ years experience in strategic pricing and performance in the software industry, including experience owning pricing governance or leading a pricing function.
- Knowledge of the models and best practices for selling software to business customers.
- Excellent communication, negotiation, and executive presentation ability.
- Strong financial modeling and analytical skills.
- Highly skilled in Excel and proficient in CRM, CPQ, and ERP systems.
- Proficiency with BI systems (i.e., Quicksight or Tableau).
- Ability to influence and align cross-functional partners without formal authority.
- Prior experience working for a management consulting firm or part of a corporate strategy team with experience partnering with other teams and leaders to support the development and communication of their strategy.
- Experience designing delegation of authority frameworks, pricing approval workflows, or packaging architecture for a software company.
Authorization to Work in the U.S.: Candidates must be legally authorized to work in the United States without sponsorship now or in the future. DISCO is not currently sponsoring visas, including, but not limited to, H-1B, TN, or EAD, and we are not accepting visa transfers.
Perks of DISCO- Open, inclusive, and fun environment
- Benefits, including medical, dental and vision insurance, as well as 401(k)
- Competitive salary plus RSUs
- Flexible PTO
- Opportunity to be a part of a company that is revolutionizing the legal industry
- Growth opportunities throughout the company
DISCO provides a cloud-native, artificial intelligence-powered legal solution that simplifies ediscovery, legal document review and case management for enterprises, law firms, legal services providers and governments. Our scalable, integrated solution enables legal departments to easily collect, process and review enterprise data that is relevant or potentially relevant to legal matters.
At DISCO, we believe AI is a core enabler of how work gets done. All employees are expected to proactively adopt and responsibly use AI tools to drive efficiency, improve outcomes, and continuously evolve how they operate in their role.
Are you ready to help us fulfill our mission to use technology to strengthen the rule of law? Join us!
We are an equal opportunity employer and value diversity. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
Skills Required
- 12+ years of experience in strategic pricing and performance in the software industry
- Experience owning pricing governance or leading a pricing function
- Knowledge of models and best practices for selling software to business customers
- Excellent communication, negotiation, and executive presentation skills
- Strong financial modeling and analytical skills
- Highly skilled in Excel
- Proficiency with CRM, CPQ, and ERP systems
- Proficiency with business intelligence systems such as Quicksight or Tableau
- Ability to influence and align cross-functional partners without formal authority
- Prior management consulting or corporate strategy experience
- Experience designing delegation of authority frameworks, pricing approval workflows, or software packaging architecture
- Legally authorized to work in the United States without sponsorship now or in the future
What We Do
DISCO provides a cloud-native, artificial intelligence-powered legal solution that simplifies ediscovery, legal document review and case management for enterprises, law firms, legal services providers and governments. Our scalable, integrated solution enables legal departments to easily collect, process and review enterprise data that is relevant or potentially relevant to legal matters.
Why Work With Us
At DISCO, we are animated by what we call the inventor’s spirit: a constant desire to imagine what the world should be like and make what we imagine real. That's how we got started and that's how we continue. We're creating real change in the legal industry, with a myriad of opportunities for our employees to learn and grow.
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