Director of Pricing

Role Overview

The Director of Pricing is a senior commercial and analytical leader responsible for owning Cendyn’s end-to-end pricing strategy across our SaaS portfolio. This is not a deal compliance role; it is a strategic function that sits at the intersection of Product, Finance, Sales, and Customer Success, directly influencing revenue growth, competitive positioning, and customer lifetime value.

This is a position with considerable responsibility and high exposure within the organization and directly impacts client retention, company revenue and EBITDA through focus on business strategy and process for discounts, RFPs, renewals, new business, contract extensions, amendments, etc.   

You will define how Cendyn packages and monetizes its products, set and defend pricing in the market, govern deal structuring and discounting, and build the systems and analytics needed to price with confidence at scale. Success in this role requires equal parts strategic thinking, commercial rigor, and hands-on execution.

Key Areas of Responsibility

Pricing Strategy Ownership

• 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.

AI Product Monetization

• 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.

Deal Governance and Deal Desk Leadership

• 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.

Renewal and Expansion Pricing

• 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.

Market Intelligence and Competitive Positioning

• 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.

Pricing Analytics and Systems

• 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.

Cross-Functional Collaboration and Enablement

• 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.

What Success Looks Like

In the first 12 months, a successful Director of Pricing will have:

• Established a clear, documented pricing strategy for Cendyn’s core products, including packaging tiers and model rationale.
• Reduced average discount depth and improved pricing realization without a measurable negative impact on win rates.
• Built a functioning pricing analytics capability with dashboards accessible to Finance, Sales leadership, and the CRO.
• Delivered a competitive pricing benchmarking framework updated at least quarterly.
• Implemented a renewal uplift strategy that is consistently applied and commercially defensible.
• Earned the trust of the field organization as a strategic partner; not just a compliance function.

Key Competencies and Skills

Required

• 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.

Preferred

• Background in companies that have grown through M&A and experience integrating pricing across an acquired product portfolio.
• Familiarity with packaging and monetization design for multi-product SaaS platforms.
• Experience managing pricing analysts or deal desk teams across multiple time zones.