About the Company
Our client is a global software organisation, already recognised as a market leader, and set for significant growth. Its software is used by some of the world’s largest companies and it delivers award-winning, industry-changing solutions. As part of exciting plans, we are recruiting a strategic Commercial Lead to drive commercial operations and ensure alignment with business objectives.
You will be joining a winning team and have real opportunity to make a difference in a high-growth, successful global software company.
About the Role
The role will own pricing and commercial strategy for the company's SaaS solutions, playing a pivotal part in optimizing revenue streams, customer relationships, and operational efficiency. You will collaborate closely with cross-functional teams including product, finance, sales, and marketing to develop and execute strategies that support growth in a SaaS environment.
Responsibilities
Pricing and Strategy Ownership
- Develop and maintain the price book, ensuring competitive and profitable pricing structures.
- Lead overall pricing strategy, including analysis of market trends, competitor pricing, and customer value propositions.
- Own the commercial strategy, aligning it with company goals and business needs.
- Partner with product teams to inform pricing and commercial decisions based on feature development and roadmap.
- Work with finance to analyze impacts of pricing models and commercial initiatives.
- Collaborate with sales and marketing to align strategies, support deal structuring, and enhance go-to-market efforts.
Renewals and Compliance Management
- Oversee renewals processes, including tracking, negotiation, and execution.
- Ensure customer compliance with contracts, identifying risks and implementing mitigation strategies.
Contract and Revenue Optimization
- Lead contract structuring and negotiations for key deals, renewals, and amendments.
- Implement tools and processes to track and enhance commercial performance metrics.
Market Analysis and Insights
- Conduct in-depth market research to inform pricing models and commercial decisions.
- Analyze competitor offerings, industry benchmarks, and economic factors impacting SaaS pricing.
- Generate actionable insights from data to refine strategies and identify new revenue opportunities.
Requirements:
- Proven experience in a SaaS business, with a strong track record in commercial strategy, pricing, and/or revenue operations.
- Commercially astute with the ability to analyze data, identify trends, and make strategic recommendations.
- Excellent collaboration skills, with experience working across product, finance, sales, and marketing teams.
- Finance or accounting background is helpful, with familiarity in financial modelling and contract management.
- 5+ years of relevant experience in a similar role.
