As Director of Pricing, you will own how pricing works operationally at Redox. Pricing and packaging strategy is set by Product; your job is to take that strategy and make it real — turning it into deal-level guardrails, tools, and decisions that Sales can use every day. You will run Redox's Deal Desk for bespoke, non-standard deals: working directly with reps and reviewing Gong call recordings to understand what a customer needs, and structuring the right combination of platform fee, connection pricing, and transaction pricing for that specific deal.
You will also be the connective tissue between the field and Product: surfacing what's actually happening in negotiations — where reps get stuck, where customers push back, what packaging doesn't hold up in practice — so Product can continue to refine pricing strategy with real deal data. This is an execution and operations role, not a pricing-strategy-design role: you make pricing work in practice, and make sure the people setting strategy have the ground truth to do it well.
Job Responsibilities:
Serve as Redox's Deal Desk for bespoke, non-standard enterprise deals, reviewing and approving pricing before it reaches the customer
Pull deal context from account executives and Gong call recordings to understand the customer's business need and where negotiation pressure is coming from
Structure pricing for each deal across Redox's three commercial levers — platform fee, connection-based pricing, and transaction-based pricing — within the pricing strategy Product has set
Advise reps in real time on structuring responses to specific asks — discounts, multi-year terms, minimum commitments, ramp schedules, and most-favored-nation clauses
Partner with Sales leadership, Finance, and Legal to translate approved pricing into contract-ready terms
Set and enforce discounting guardrails and approval thresholds so pricing stays consistent and margin-protected deal to deal
Build and maintain self-serve pricing tools/models for standard scenarios, so Director-level review is reserved for genuinely bespoke deals
Own the operational workflow and systems that support deal pricing approvals (CPQ, Salesforce, or equivalent)
Maintain documentation of current pricing rules, exceptions, and approval paths so the process is auditable and repeatable
Partner with Product, who owns pricing and packaging strategy, to translate that strategy into operational guardrails and Deal Desk practice
Track pricing and discounting patterns across closed deals and feed findings back to Product to inform how pricing and packaging strategy evolves
Represent the voice of Sales and the field in pricing conversations — what's working, what's not, and where the friction is
Partner with Finance to ensure deal pricing decisions align with margin and revenue targets
Lead rollout of pricing and packaging changes approved by Product, including field readiness, adoption planning, and escalation governance
Partner with Sales Enablement and field leadership to equip go-to-market teams with the tools, guidance, and collateral needed to operate under new pricing and packaging
Provide leadership updates on Deal Desk performance, pricing exceptions, and adoption of new pricing models
40% — Deal Desk & Execution
25% — Pricing Operations & Governance
20% — Cross-Functional Collaboration & Insight
15% — Change Management & Enablement
Required Skills and Experience:
8+ years in deal desk, sales finance, revenue operations, or pricing operations, ideally at a B2B SaaS company with usage-based or hybrid pricing
Proven track record structuring and negotiating complex, multi-element enterprise deals in a Deal Desk or sales finance capacity
Experience operationalizing pricing or packaging strategy set by others (Product, pricing strategy teams) into guardrails, tools, and repeatable process
Comfortable working directly with reps under deal pressure — clear, fast, decisive
Strong financial modeling and analytical skills, with a track record of turning deal and pricing data into clear recommendations
Strong cross-functional collaboration skills — able to work closely with Product, Sales, Finance, and Legal, and to represent field realities credibly to strategy owners
Healthcare, health tech, or healthcare interoperability experience is a plus, not required
Ability to effectively leverage AI tools in day-to-day work
Bachelor's degree in Business, Finance, Economics, or a related field (strongly preferred)
Specific Software Platforms/Tools:
- Salesforce
- Gong
- CPQ/quoting tool
- Google Suite
- AI tools (e.g. Claude)
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