Principal Pricing Manager

Principal Pricing Manager | Senior Individual Contributor | Remote Washington DC or NYC metro preferred)

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A leading health technology SaaS company is seeking a Principal Pricing Manager to own and lead pricing strategy across its cloud-based solutions portfolio. This is a high-impact senior individual contributor role sitting at the intersection of Product, Finance, Sales, and Analytics, with direct visibility to executive leadership and meaningful influence over revenue strategy.

The Opportunity

You’ll serve as the company's pricing authority: designing usage-based pricing models, building governance frameworks, advising on complex enterprise and payer deals, and translating data into strategies that grow revenue, improve win rates, and maximize customer lifetime value. This role requires both strategic vision and hands‑on execution, you should be equally comfortable presenting to the C‑suite and building the analysis yourself.

What You’ll Own

• End-to-end pricing strategy across a growing SaaS portfolio, including new product launches, renewals, expansions, and AI-enabled products
• Design and optimization of usage-based pricing models tied to customer value
• Pricing analytics capabilities: deal performance, discount effectiveness, price realization, and revenue leakage
• Discount governance frameworks, approval workflows, and escalation matrices
• Senior pricing advisory on complex enterprise and government payer (State/MCO) deals and RFPs
• Cross‑functional partnership across Sales, Product, Marketing, Customer Success, and Finance

What We’re Looking For

• 7+ years in pricing strategy, revenue operations, or commercial strategy within SaaS or healthcare technology
• Proven ownership of pricing at a $50M+ ARR organization
• Hands‑on experience designing and managing usage‑based pricing models
• Strong Salesforce expertise including deal desk workflows and pricing logic
• Advanced financial modeling skills with the ability to produce executive‑ready insights
• Experience in PE‑backed, high‑growth SaaS environments preferred
• Healthcare technology background — particularly Medicaid, HCBS, payer‑provider ecosystems, or RCM — is a strong plus
• Familiarity with pricing research methodologies (conjoint analysis, Van Westendorp, Gabor‑Granger)
• Bachelor’s required; MBA or advanced degree preferred