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Billtrust logo
Billtrust

Billtrust is the leading innovator in AR automation and B2B payments.

Director, Pricing

DirectorDirectorOtherRemoteLeadTeam 501-1,000Since 2001H1B SponsorCompany SiteLinkedIn

Location

United States

Posted

128 days ago

Salary

$185K - $215K / year

Seniority

Lead

Bachelor Degree8 yrs expEnglishSQL

Job Description

Director, Pricing

Billtrust

• Lead pricing and monetization strategy across the product portfolio, aligning customer value, market dynamics, and business objectives. • Program manage the annual price increase (API) process, including planning, cross-functional coordination, approvals, execution, and post-implementation analysis. • Analyze buyer behavior, market trends, and competitive dynamics to recommend monetization strategies, including bundles, packaging changes, and new pricing models. AI monetization will be a key area of focus. • Own pricing operations and governance, including pricing committees, approval workflows, discounting frameworks, and pricing documentation. • Manage the introduction, modification, and retirement of SKUs, partnering closely with Finance, Revenue Operations, BizApps, Product, and GTM teams to ensure operational readiness. • Develop and maintain pricing models, financial projections, and KPIs to measure pricing performance, realization, and impact on growth and profitability. • Partner with Product and GTM teams on commercialization and launches, ensuring pricing, packaging, enablement, and systems are ready to support new offerings. • Lead cross-functional pricing initiatives such as complex programs, managing timelines, dependencies, risks, and stakeholder alignment. • Establish scalable processes and tooling to support lead-to-cash pricing execution, billing, and reporting. • Present pricing insights, recommendations, and outcomes to senior leadership, driving informed decision-making and change management.

Job Requirements

  • 8–10+ years of experience in pricing, monetization, product management, or commercial strategy roles within SaaS, fintech, or enterprise software.
  • Proven experience leading pricing strategy, packaging, and monetization initiatives, including subscription and usage-based models.
  • Hands-on experience program managing complex pricing initiatives, such as annual price increases and large cross-functional pricing changes.
  • Experience with AI monetization strategies, ideally including some A/B testing and transition to way of capturing AI related revenue
  • Strong analytical background with experience building pricing models, financial projections, and performance KPIs; advanced Excel required, SQL or BI tools a plus.
  • Demonstrated ability to analyze buyer behavior, market trends, and competitive data and translate insights into actionable monetization recommendations (e.g., bundles, SKU rationalization).
  • Experience managing SKU lifecycle changes, including introduction and retirement, in partnership with Finance, Revenue Operations, BizApps, and GTM teams.
  • Familiarity with pricing governance, discounting frameworks, and lead-to-cash processes, including billing and commercial systems.
  • Strong cross-functional leadership skills with the ability to influence without authority and drive alignment across Product, Sales, Finance, and Operations.
  • Excellent communication and presentation skills, with experience presenting pricing recommendations and outcomes to senior leadership.
  • Bachelor’s degree in Business, Economics, Finance, Marketing, or a related field; MBA or advanced degree preferred but not required.

Benefits

  • Work from Anywhere: Your home, a coffee shop, a company paid WeWork
  • A Culture that Lives its Values: Our values are not just words or window dressing, they guide our decisions - big and small - each and every day.
  • Flexible Working Hours: We support your lifestyle- the results are what count.
  • Open PTO: Work-life balance is important. We believe in giving our employees time to truly relax and recharge.
  • Sabbatical: A paid leave to reward longevity and commitment to Billtrust.
  • Paid Parental Leave: To promote parent-child bonding and increase gender equity at home and in the workplace.
  • Opportunities for Growth: Professional development can take many shapes. Join one of our seven ERGs or participate in our Mentor-Mentee, and Leadership development programs- we foster an environment where all employees can grow.
  • Recognition: From Billtrust Bucks and CEO Shoutouts to Culture Champion and CEO Excellence Awards, our employees are recognized for hard work and outcomes achieved.
  • Benefits: Medical, dental, vision, 401(k) with company match, short-term and long-term disability, flexible spending accounts, HSA, and life, cancer, and AD&D insurance.
  • Minimal Bureaucracy: An entrepreneurial environment of ownership and accountability allows you to get work done.

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