• Act as Unit4's company-wide pricing authority: develop, document and maintain pricing principles, discount governance frameworks and approval policies that ensure consistency, commercial integrity and scalability across the business • Lead the design and evolution of complex pricing structures and long-term monetisation strategies - including subscription tiers, usage-based models and packaging architectures • Provide strategic pricing recommendations through rigorous analysis, scenario modelling and executive-ready presentations • Own Unit4's pricing governance model: product lifecycle stakeholder engagement, pricing review cadences and documentation standards that scale with business growth and complexity • Build and govern a commercially deployable AI pricing roadmap for dynamic pricing, value-based segmentation and price optimization • Act as the internal authority on how AI tools support internal pricing workflows • Conduct advanced quantitative pricing analyses including price elasticity modelling, profitability analysis by vertical and region, customer willingness-to-pay research and competitive benchmarking across Unit4's four core verticals and primary geographies • Lead pricing experiments and pilot programmes to generate robust evidence for pricing decisions, packaging changes and conversion strategy; define, build and own the growth metrics framework - measuring packaging adoption rates, ARR and NRR impact, deal size trends and conversion uplift - to quantify the commercial impact of every pricing change and report outcomes to senior leadership • Own the development and continuous improvement of pricing guidance tools and conversion frameworks used by Sales and Deal Desk teams to price and present deals consistently and effectively • Define, build, and report on pricing KPIs to monitor OKR performance and support commercial decisions and turn customer data into actionable insights. • Partner deeply with Product Management on feature packaging, value metrics and product-line pricing architecture; with Deal Desk leadership on deal pricing guidelines, exception governance and field enablement; and with Finance on revenue modelling, commercial forecasting and performance reporting • Serve as the pricing lead for high-stakes cross-functional initiatives and new product launches • Build and sustain trusted relationships with key business partners across CPO, CRO, CSO and CFO organizations - ensuring pricing strategy is embedded in go-to-market planning and commercial decision-making at the appropriate level • Champion pricing excellence across Unit4: develop training materials, run enablement sessions and act as a visible internal authority for pricing and commercial strategy questions from Sales, Product and Finance teams • Drive the practical application of AI within pricing workflows - from predictive price modelling and automated competitive analysis to AI-assisted discount guidance and scenario generation - materially increasing the quality, speed and commercial impact of the team's output; act as the team's AI pricing champion, staying ahead of developments in AI-driven monetisation and ensuring Unit4's approach remains at the leading edge • Monitor the competitive and market landscape continuously, generating proactive insight on pricing trends, competitor moves and SaaS monetisation innovation that enables leadership to anticipate and respond to market shifts • Contribute to the development of the team's operating model - OKR frameworks, KPI reporting structures and process documentation - supporting the Pricing function's evolution into a scalable, high-performing centre of commercial excellence • Mentor and coach junior members of the Pricing team • Share knowledge proactively, contributing to a team culture of continuous learning and commercial rigour

• Oversee administrative control and validation of LATAM sales, ensuring all information is accurate from deal closing through invoicing. • Verify customer registration data (CNPJ, CPF or LATAM equivalents), contracts, plans, prices, and commercial terms before activation. • Create, send and track contracts using tools such as ClickSign. • Monitor billing and payments for the first three months of the contract, ensuring the customer is being billed correctly. • Collaborate with the Onboarding team to monitor the initial months from a commercial perspective, ensuring alignment with the signed agreement. • Serve as a client point of contact for initial administrative and commercial matters, demonstrating tact, empathy and a customer-support mindset. • Update, issue and send invoices or payment slips (boletos), ensuring clarity and accuracy of amounts. • Perform collections in an organized, professional and respectful manner, avoiding errors or communication noise. • Ensure all sales are correctly recorded in systems (HubSpot, Tribes), with no inconsistencies. • Forward signed contracts, payment receipts and sales information to the Finance team. • Support billing processes, issuance of invoices (notas fiscais) and partner commission processes. • Monitor specific customer or partner cases related to NPS and satisfaction, escalating to responsible teams when necessary. • Provide support to LATAM customers via WhatsApp and email, offering commercial and administrative assistance. • Process cancellation requests or contract adjustments following established internal workflows.

• Prepare timely, accurate and compliant proposal costings taking full account of client requirements and project-specific risks • Present financial analyses & participate in pricing reviews with Senior Management • Work closely with Contracts and Procurement and participate in the proposal pricing process to include Analysis of Invitations to Tender /Requests for Proposal requirements; develop pricing strategies, review, analyse and compile cost data • Utilize processes and tools that result in compliant and high-quality pricing models • Creation of new pricing models when necessary • Support other pricing team members in preparing responses and review of work • Prepare cost assumptions related to pricing • Adhere to and support company policies and procedures • Assist and report to the Senior Pricing Director and work closely with all members of the Pricing team in the development of pricing strategy.

Role Description At Clario, part of Thermo Fischer, is seeking experienced Pricing and Proposals Specialists based in India to join our global team supporting clinical trial sponsors. This role operates on European working hours, offering the chance to contribute meaningfully to international projects while based in India. If you’re detail-oriented, collaborative, and passionate about making a meaningful impact in the life sciences space, explore the opportunity below. What you'll be doing - Primarily responsible for creating pricing estimates and supporting documentation for changes in scope as well as supporting the wider proposal and pricing process where needed for Clario’s products and services. - Primary Functions in this role will include: - Working with Project Management and Sales Teams on change in scope requests and generating price estimates for simple to complex client projects. - Develop Change Order documents and proposals as required, in collaboration with other departments as needed, using both Clario and Client templates. - Delivering high quality documents within the required timelines. - Updating internal systems with accurate budget and project information on an ongoing basis; maintaining document storage in accordance with departmental guidelines. - Other responsibilities in this role may include: - Coordinating & collaborating with team members to review Fee Schedules for large/complex trials and/or Programs to determine best pricing strategy in conjunction with Sales, Finance, Product Leads and/or Science teams. - Mentoring, ensuring quality, and training other more junior team members. - Providing inputs on process and template improvements: support template updates as needed. - Supporting interdepartmental initiatives, including training, as it pertains to the Change Order and RFP process. - Reading, analyzing, and collaboratively working with the functional team owners to understand client’s Request for Proposal (“RFP”) & protocol. - Generating ballparks, budgets and proposals in support of RFP requests. - Other tasks and projects as assigned. Qualifications - Bachelor’s degree preferred but may be substituted for experience. - 2+ years of relevant experience in Life Sciences (clinical research, pharma, or related fields). - Demonstrated experience in developing pricing estimates and change order proposals. - Knowledge of medical and pharmaceutical industry, terminology and practices preferred. - Intermediate to Expert in Microsoft Office applications including Excel and Word required. - Experience with Salesforce or another CRM a plus. - Ability to work independently or in team setting; ability to adjust to changing priorities. - Excellent attention and orientation toward meticulous work. - Strong organization skills and ability to prioritize and meet deadlines. - Strong interpersonal and communication skills, both verbal and written. - Ability to project and maintain a professional and positive attitude. Benefits - Competitive compensation + shift allowances. - Attractive benefits (security, flexibility, support and well-being). - Engaging employee programs. - Technology for remote/hybrid working and great onsite facilities. Company Description At Clario, part of Thermo Fischer our purpose is to transform lives by unlocking better evidence. It’s a cause that unites and inspires us. It’s why we come to work—and how we empower our people to make a positive impact every day. Whether you're advancing clinical science, building innovative technology, or supporting our global teams, your work helps bring life-changing therapies to patients faster.