Director of Pricing

🔥 0 minutes ago

🐊 Florida – Remote

🐊 Florida – Remote

⏰ Full Time

🔴 Lead

👔 Director

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Cendyn

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 1996

🏨 Hospitality

☁️ SaaS

📣 Marketing

💰 Private equity on 2019-07

Hospitality • SaaS • Marketing

Cendyn is a global hospitality-focused cloud software company that provides hotels and resorts with integrated marketing, CRM/loyalty, sales, and revenue-management tools to drive direct bookings, increase revenue, and deepen guest relationships. For nearly 30 years it has offered data-driven digital marketing, interactive design and development, and hotel-specific commercial solutions. Cendyn serves tens of thousands of hotel customers worldwide with cloud-based SaaS solutions and professional services across marketing, sales, and revenue optimization.

📋 Description

• Own and evolve Cendyn’s pricing strategy across the full product portfolio, including defining pricing models (per-property, per-seat, usage-based, tiered, or hybrid) appropriate to each product and segment. • Build and maintain a value-based pricing framework grounded in customer willingness-to-pay, competitive benchmarking, and Cendyn’s strategic positioning. • Lead annual and periodic price reviews, including list price updates, and manage the communication and commercial approach for price increases across the customer base. • Partner with Product on pricing model design for new products, features, and acquisitions; ensuring monetization strategy is embedded early in the product development cycle. • Develop and maintain packaging and bundling strategy across Cendyn’s portfolio, including tier design (e.g., Starter, Professional, Enterprise) and cross-sell/upsell pricing logic. • Design pricing models for AI and agentic capabilities embedded in Cendyn products, balancing customer value, infrastructure cost (compute, inference, third-party model usage), and competitive defensibility. • Establish a clear point of view on usage-based, outcome-based, and consumption-based monetization for AI features, and partner with Finance and Product to model unit economics at scale. • Track how competitors in hospitality SaaS are pricing AI capabilities and translate that intelligence into proactive pricing recommendations. • Partner with Operations and Product to ensure pricing structures for AI features remain commercially viable as model costs and infrastructure economics evolve. • Partner with the Pricing and Contracts Office across Field Sales, Key Account Management, Inside Sales, and Account Directors. • Partner with senior leaders of Sales and Finance to drive deal strategy and pricing for sales teams, and leaders as it relates to product, technology, implementation, etc. • Own pricing-related deal governance process and approvals on quotes, ensuring adherence to pricing strategy, discount limits, and exception-handling processes. • Guide field teams and PCO colleagues on deal structuring for new business, add-ons, upsells, and renewals, aligning financial outcomes with Cendyn’s targets, corporate strategy, and contractual constraints. • Design a standardized, scalable deal evaluation framework, tools, and approval workflows to reduce sales cycle time and increase velocity to close. • Provide confident, evidence-based rationale for deals rejected due to pricing policy or discount breaches, and act as a constructive partner; not a gatekeeper; to the field. • Develop a deliberate renewal pricing strategy, including uplift targets, multi-year incentive structures, and approaches for contract consolidation across multi-product customers. • Partner with Customer Success to align pricing strategy with churn risk signals; defining clear guidance on when to flex pricing and when to hold firm. • Build pricing playbooks for expansion scenarios (new properties, seat additions, module upgrades) that empower CS and Account Management to act confidently without case-by-case escalation. • Own systematic competitive pricing benchmarking against key peers in hospitality SaaS (e.g., Duetto, IDeaS, Amadeus, Revinate) tracking changes in their packaging, pricing, and go-to-market approaches. • Develop deep understanding of hotel operator willingness-to-pay by segment (independent properties, mid-scale chains, enterprise groups) and geography to inform pricing differentiation. • Monitor macro factors affecting Cendyn’s pricing power; including occupancy trends, technology consolidation, and buyer sophistication; and translate these into proactive pricing recommendations. • Input into Cendyn’s broader GTM and product strategy through regular pricing intelligence briefings to senior leadership. • Own pricing data integrity and reporting across CPQ, CRM (Salesforce), and financial systems; ensuring leadership has accurate visibility into pricing realization, discount rates, and deal economics. • Build and maintain pricing analytics dashboards tracking key metrics: ARR impact, pricing realization (list vs. net), win rates by price point, discount frequency and depth, and renewal uplift. • Own the configuration and governance of pricing rules within the CPQ system, partnering with RevOps to ensure the system reflects current pricing strategy accurately. • Apply AI-enabled tools and evaluate and implement pricing tools and methodologies (e.g., Van Westendorp, conjoint analysis, price elasticity modeling) to improve the rigor of pricing decisions over time. • Build and maintain strong working relationships with Product, Finance, Legal, Sales, Marketing, and Customer Success; acting as the authoritative internal voice on pricing. • Partner with Product Marketing to ensure pricing architecture aligns with product positioning and that packaging messaging is consistent and compelling externally. • Develop and deliver regular training for field teams on pricing policy, deal structuring best practices, and any changes to strategy or process. • Participate in deal reviews with Sales and Sales Leadership to drive account-level strategy for key opportunities and renewals. • Provide input to CLM (Contract Lifecycle Management) processes to ensure pricing terms are accurately captured and enforceable.

🎯 Requirements

• Proven experience in a pricing-specific leadership role within a B2B SaaS company (3+ years minimum). • Experience in hospitality technology, travel tech, or adjacent verticals; understanding of hotel operator buying behavior is a meaningful advantage. • Demonstrated ability to build or significantly evolve a pricing function, not just maintain an existing one. • Deep subject matter expertise in SaaS deal structuring, commercial terms, and revenue recognition concepts. • Direct experience designing and defending pricing for software products, including familiarity with AI-enabled, usage-based, consumption-based, and outcome-based monetization models. • Experience with value-based pricing methodology and quantitative pricing frameworks (willingness-to-pay research, price elasticity, conjoint analysis, or equivalent). • Proficiency with Salesforce CRM and CPQ systems; familiarity with CLM platforms. • Strong analytical skills and comfort working with pricing and financial data to generate insights and recommendations. • Excellent cross-functional collaboration and stakeholder management skills, including comfort presenting to and influencing C-level executives. • Results-driven with strong conflict resolution skills and change agility in complex, fast-moving commercial environments.

🏖️ Benefits

• Flexible hours are expected during the final two weeks of each fiscal quarter to support the sales team. • Up to 10% travel required, including occasional overnight travel to customer sites, industry conferences, or internal company meetings.