Director, Pricing Strategy (Hybrid, Reston, VA)



Job Description

Together we are powering the future of Higher Education

Here at Ellucian, we are motivated by a mission ~ the power of education to transform lives and change the world.  We are the global market leader in EdTech for Higher Education, serving more than 2,900 customers and reaching over 22 million students in 50+ countries.  We are dedicated to helping Higher Ed thrive by transforming their institutions to agile, digitally connected campuses that enable student success.

About the Opportunity

As Director of Pricing Strategy, you will own creating and executing Ellucian’s pricing and packaging roadmap for a global portfolio of product and service offerings. You will partner cross-functionally to understand customer needs and market dynamics and will use data-driven research to craft a cohesive monetization strategy. This is a high visibility role requiring significant interaction with the field, cross functional teams, and executive leadership. This role will report to the Vice President of Financial Planning & Analysis.
Where you will make an impact

  • Create and own the pricing roadmap, and evolve the roadmap based on emerging business needs and stakeholder feedback.
  • Collaborate extensively with sales, finance, marketing and product teams on developing and implementing competitive pricing strategies and discount guidance.
  • Manage and drive major initiatives inclusive of customer willingness-to-pay research, pricing for new products, localized price lists across geographies, and thoughtful price changes for existing offerings.
  • Analyze sales trends and drivers of win/loss rates, churn/renewal rates, and incentives/promotions effectiveness to improve sales effectiveness and increase revenue through optimized pricing/bundling.
  • Collaborate with Finance and Product to conduct margin analyses and identify adjustments to pricing strategies to drive bottom-line growth.
  • Own quoting process, pricing data, and product catalog data; drive enhancements to pricing & billing operations
  • Leverage strong relationships across the executive team and business unit leadership to improve speed and impact of pricing decisions that will drive margin.
  • Grow and lead a high-performing team that will support your pricing & packaging strategy. Instill a culture that emphasizes speed, credibility, and innovation across the company. 

What you will bring

  • Resourceful, go-getter personality. Business ownership, outcomes-oriented mentality
  • Experience in a B2B pricing role and/or direct experience developing business analytics and reporting, business cases, or related statistical analysis (e.g., Regression, Market Basket Analysis)
  • Industry experience in Software as a Service or Cloud-based software, internet, or data/ information services businesses is highly desired
    Expertise using Microsoft Excel to aggregate disparate data sources, develop models, perform what-if analyses, and communicate key results. Comfort with large data sets required
  • Experience working with statistical tools such as SQL, R, Python/Pandas and MS Excel preferred.
  • Experience with and Configure, Price, Quote (CPQ) technologies a plus
  • Demonstrated experience in contributing to meaningful business analysis and proving associated impact
  • Strong verbal and written communication skills, ability to adapt style based on audience
  • Solid organizational skills with ability to manage multiple tasks and priorities

What makes #Ellucianlife

  • Comprehensive health coverage: medical, dental, and vision
  • Flexible time off
  • Thrive Flex Program that allows you to contribute towards your health, financial or learning
  • 401k w/ match & Bright Plan - to help you save for the future
  • Parental Leave
  • Charitable leave – 40 hours/year
  • Telemedicine
  • Wellness
    • Ginger (mental health)
    • Wellbeats (virtual fitness classes)
  • Rethink & Wellthy– caregiver support
  • Diversity and inclusion programs which provide access to internal employee resource groups
  • Tuition Reimbursement Assistance
  • Professional development opportunities


At Ellucian, we believe in the “power of together.” We embrace an inclusive, diverse, and equitable workplace, and believe that our differences help inspire a culture of acceptance that makes our company more collaborative and innovative. We’re proud to provide equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, gender, gender identity, sexual orientation, national origin, age, disability, genetics or any other characteristic protected by law. We welcome you to come as you are!