Director of Pricing & Engagement Strategy

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• Director of Pricing & Engagement Strategy

Business Development & Marketing

Executive Manager

USA

Director of Pricing & Engagement Strategy

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Base Salary Range

$200,000.00 - $250,000.00

About the role

The Director of Pricing & Engagement Strategy will be responsible for developing and leading the company's pricing architecture and customer engagement strategies. This role combines commercial acumen, strategic thinking, and cross-functional leadership to drive value creation through how we package, price, and deliver our services.

Responsibilities

1. Pricing Strategy & Optimization

• Develop and maintain flexible, competitive pricing models tailored to various service lines (e.g., T&M, fixed bid, value-based).
• Conduct market and competitor pricing analysis to inform strategic decisions.
• Partner with sales and finance to define pricing guidelines, rate cards, and discounting thresholds.
• Support large/strategic deals with customized pricing proposals and value models.
• Lead the evaluation and rollout of new monetization models (e.g., subscription, usage-based, performance-based).

2. Client Engagement Strategy

• Define client segmentation models and engagement frameworks to maximize lifetime value.
• Partner with sales, delivery, and customer success to develop onboarding, retention, and growth playbooks.
• Implement mechanisms for voice-of-customer and customer health monitoring.
• Ensure consistent value messaging and delivery throughout the client lifecycle.

3. Deal Desk & Commercial Governance

• Establish and lead a deal desk function to manage non-standard pricing, commercial risk, and margin protection.
• Create and enforce governance policies for pricing exceptions, contract terms, and revenue recognition.
• Support deal reviews and executive approvals for key enterprise opportunities.

4. Enablement & Analytics

• Equip GTM teams with tools, templates, training, and content to articulate value and negotiate effectively.
• Track and report pricing performance KPIs: margin, deal win rate, renewal rates, and customer LTV.
• Collaborate on financial modeling and forecasting to support executive planning.

5. Leadership & Cross-Functional Collaboration

• Collaborate closely with executives in Sales, Finance, Services, Legal, Delivery, and Customer Success.
• Contribute to go-to-market strategy and service innovation planning.

Requirements

• 7+ years of experience in pricing, commercial strategy, enterprise sales operations, or consulting.
• Proven track record in a B2B technology or software services company.
• Experience designing pricing models for services or complex solutions (not just product/SaaS pricing).
• Strong analytical, financial modeling, and strategic thinking skills.
• Exceptional communication and stakeholder management abilities.
• Experience working in or with deal desk functions, and client negotiations.
• MBA or relevant advanced degree.
• Experience in value-based selling or outcome-based pricing.
• Familiarity with tools like Salesforce, CPQ systems, pricing software, and BI platforms.

This posting includes an anticipated salary range that SoftServe expects to offer for this position. The range provided reflects the base salary only. Final compensation within this range will be determined based on some factors, including, but not limited to: geographic location, relevant experience, education, certifications, skills, budget, and market conditions.

The anticipated salary range for this role is $200,000 - $250,000 annually, in line with our internal compensation framework and budget allocation for the role. Most candidates are offered a salary within this disclosed range. If the role is eligible for a variable pay plan, this would be considered separately and may provide additional earnings beyond the base salary range reflected here.

Please note that the information provided in this posting is a general summary and may not include all compensation elements or benefits associated with the position.

This is a leadership role where you will drive impact in two main directions:

• Leading People

Hire values-aligned talent, translate vision into goals, develop leaders through coaching and stretch work, lead change, and strengthen.

• Leading Business

Anticipate client needs, deliver value-driven solutions, build global influence, improve growth and profitability with insights.

SoftServe is an equal opportunity employer. Qualified applicants will receive consideration regardless of race, color, ancestry, ethnicity, national origin, religion, sex, sexual orientation, gender identity or expression, age, citizenship, disability, health condition, marital or family status, veteran status, or any other characteristic protected by applicable law.

#LI-DNI

#LI-Remote

Role Summary

Location

USA

Work type

Remote/Office

Direction

Business Development & Marketing

Subdirection

Sales

Tech level

Executive Manager

Personal recruiter:

Marc Olivieri

moliv@softserveinc.com

Apply now

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About us

We are a digital engineering and technology consulting company where expertise grows alongside people. For more than 30 years, we have been elevating technology: helping organizations navigate complex business challenges by combining deep engineering knowledge with thoughtful, research-backed innovation. Our teams work across key areas: digital engineering, data and analytics, loud, and AI/ML. In each, we deliver practical, scalable solutions rooted in real business needs and measurable human impact.

You bring your perspective and ambition. We create an environment where your work meets clarity, confidence, and purpose.

We offer

Flexible Work Model

Work from home, from the office, or in a hybrid format that supports focus and collaboration.

Compensation & Benefits

Competitive, market-based pay, benchmarked by role and location - plus health coverage, paid time off, wellness support, and learning opportunities.

People-first Leadership

Partner with approachable leaders who communicate clearly and tie daily work to our direction.

Advanced tech communities

Hands-on engagement with AI/ML, Cloud, Quantum Computing, IoT, and Robotics communities, with projects built on modern frameworks.

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