Senior Lead - Pricing & Commercial Strategy - Software & Subscription Models

We are looking for a senior leader to drive and evolve our global pricing and commercial effectiveness function, with a specific focus on software product monetization, subscription pricing models, and license strategy. This strategic role sits at the intersection of product, sales, finance, and operations - owning the design and execution of pricing frameworks that align value with revenue growth and long-term customer success.

The ideal candidate will possess deep experience in software / SaaS pricing, the ability to decode product capabilities into monetizable offerings, and the commercial acumen to optimize packaging, discounting, and deal structures across markets.

Key Responsibilities :

• Own the end-to-end pricing and commercial effectiveness strategy for all inhouse AI products and services.
• Lead cross-functional initiatives to align pricing and packaging with product value and go-to-market strategy.
• Act as a key advisor to executive leadership on pricing decisions, revenue optimization, and market positioning.
• Develop scalable, customer-centric pricing models including subscriptions, licenses (perpetual / term), usage-based pricing, and hybrid structures.
• Work with Product and Engineering to translate technical capabilities and roadmap into monetizable offerings.
• Drive value-based pricing strategies that reflect differentiation, customer segmentation, and lifecycle management.
• Lead commercial performance analysis including ARR growth, margin analysis, deal win / loss patterns, renewal behavior, and pricing elasticity.
• Design and enforce commercial guardrails, discounting structures, and deal desk operations.
• Benchmark against competitors and industry to continuously refine pricing models and sales enablement tools.
• Build models, dashboards, and tools to support pricing decisions and sales Chartered Accountant / Cost Accountant / Chartered Financial Analyst / MBA
• 10+ years of experience in pricing strategy, commercial operations, or product strategy
• Proven experience working with software / SaaS businesses and deep understanding of pricing models like subscription, usage-based, and enterprise licensing.
• Strong financial acumen and expertise in pricing modeling, monetization strategy, and unit economics.

Ideal Candidate Will Be :

Strategically minded with strong business instincts and operational discipline.

Able to translate complex software products into simple, value-driven pricing structures.

Comfortable navigating ambiguity, with a strong bias toward execution and measurable outcomes.

(ref : iimjobs.com)