Commercialization and Pricing Lead

Note: This is a remote position open for candidates to apply across the US.

About the role:

The Commercialization and Pricing Lead will develop and manage the pricing strategies for the company's enterprise software and Software-as-a-Service (SaaS) solutions. This role will analyze market trends, customer behavior, competitive pricing, and financial metrics to ensure pricing models align with company goals and customer value. The manager will collaborate with cross-functional teams, including product management, sales, finance, and marketing, to optimize revenue, profitability, and market positioning.

You will set product pricing, discounts, and promotions to attract customers while maintaining profitability. This will enable Galileo to capture market opportunities, differentiate prices, and optimize pricing structures that resonate with target customers. Their work will support revenue optimization, market positioning, and overall business success in a competitive pricing landscape.

What you’ll do:

1. Pricing Strategy Development:

• Design and implement pricing strategies that maximize revenue, profitability, and market share.
• Develop flexible pricing models (subscription-based, usage-based, tiered, etc.) that align with customer buying behavior and enterprise-scale solutions.
• Continuously refine pricing models based on feedback, customer buying behavior, competitive analysis, and market dynamics.

• Use surveys, research, and reports to collect and analyze data on Galileo,  external customers, and competitors, focusing on company costs, client budgets, and competitor prices.
• Create initial pricing benchmarks to help establish new models or help to optimize existing models. 
• Monitor market trends, customer feedback, and competitive changes continuously.

• Implement and manage pricing infrastructure, including policies, tools, systems, and metrics.
• Ensure pricing strategies comply with regional pricing regulations, especially in international markets.
• Develop and manage discounting guidelines to ensure pricing discipline and protect margins.

• Track and report key pricing metrics, including average revenue per client, client acquisition costs, client lifetime value, and profitability.
• Lead efforts to optimize upsell/cross-sell pricing strategies across the product portfolio.
• Use financial modeling to simulate the impact of pricing changes and provide data-driven recommendations to senior leadership.
• Implement pricing changes based on product lifecycle stages, new feature releases, or targeted promotions.

• Work closely with product management to align pricing with product value propositions, roadmaps, and market positioning.
• Partner with finance to ensure pricing structures support financial objectives, forecasting, and profitability analysis.
• Collaborate with the sales team to ensure pricing models support sales strategies and provide tools for effective price negotiation.
• Equip the sales team with pricing tools, playbooks, and guidance to navigate complex customer pricing discussions.
• Engage the Deal Deak to provide pricing support for deals, projects, and promotional offerings.
• Liaise with the marketing team to support go-to-market strategies and promotional pricing initiatives.

What you’ll need:

• Bachelor’s degree in business, finance, economics, or a related field; MBA or advanced degree preferred or equivalent work experience.
• 10+ years of experience in global pricing strategies & management, preferably in the enterprise software or SaaS industry, including solid exposure to managing pricing processes, implementing pricing initiatives, and creating pricing process documentation.
• Strong financial acumen with a deep understanding of SaaS revenue models, subscription pricing, software licensing, and enterprise software sales cycles.
• Excellent analytical skills, strong attention to detail, the ability to interpret complex data sets, and the ability to provide actionable insights. 
• Proven experience in pricing strategy development, financial modeling, and revenue optimization.
• Strong stakeholder collaboration, influencing, and communication skills, with experience working across multiple departments.
• Proficiency in pricing tools, ERP systems, and financial modeling software.
• Ability to work effectively in a fast-paced, dynamic environment with a strong bias towards action, an extreme sense of ownership,  and a sense of urgency to "win" in the market.
• Knowledge and experience in the financial services software industry preferred.
• Fluency in a second language, such as Spanish or Portuguese, is preferred.